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外贸英语函电


Appendix Key to the Exercises and the Skill Drillings

Unit 1 Exercise I. Put the following Chinese into English 询盘 enquire / enquiry 报盘 offer 报价 quote / quotation 订单 order 传真 facsimile (fax) 电子邮件 E-mail 电子商务 E-commerce 互联网 the Web / Internet 交货期 time of delivery 目录 catalogue 文档 document / file 支付 payment 结账 settle the account 佘额 balance 客户 customer / client 国 民 经 济 national economy economy 市 场 经 济 market economy 营销 marketing

II. Fill in the following blanks with the given words in their proper forms 1. market 2. economy 3. trade 4. economy 5. marketable 6. trade 7. marketing 8. trading 9. economy III. Read the following introduction to general business lettersC 略 ) IV. Make corrections in the format of the following business letter INTEGRATED COMPUTER TECHNOLOGY CO. LTD. Rm 808, Kyo-Won-Kong35Kyo-Won-Kong-Jea 35-2 Yeoido Young Dung Po Seoul South Korea 822-782Tel: 822-7824641 Fax:

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16 June 2004 Dr Brenda Yeoh ATT Computers Corp. Pte Ltd. Road,#02 #0288 Kitchener Road,#02-15 Jalan Besar Plaza Singapore 208512 Dear Dr. Brenda Yeoh,

822-785822-7854245

Subject: Integrated Circuit Boards We have just received your order for 400 integrated circuit boards Unfortunately, ( item No. KR10779 ). Unfortunately, these circuit boards are no longer produced as they have been replaced by our model KR2000, which is cheaper, more reliable and more efficient than the circuit boards that you ordered. With this in mind, we imagine that you will order, be happy to change your order, but I should be grateful if you could contact me to tell me what you wish us to do about your order. The prices of the KR2000 and peripheral equipment are as follows: KR2000 integrated circuit boards: @ US $23,200 KT200X f Toolkit' : @ US $15,500 KC200X KC200X connectors: ( 2 per pack) @ US $ 10,000 I am also enclosing next year's brochure and price list for your convenience. Yours faithfully, for INTEGRATED COMPUTER TECHNOLOGY CO. LTD. Kim Jungsup Sales Representative KJ: rh Enclosures 2 Sangcc: Kim Sang-Chul Moon YoungMoon Young-Seung V. Address the following envelope in English

Appendix Key to the Exercises and the Skill Drillings

China Industries Corp

North

STA MP

12 Guanganmen Nanjie Beijing, 100053 China Mr. Williams Smith AUTOS Company 20 Broadway New York, NY 10027 U.S.A. Skill Drilling Industrial China National Light Industrial Products Import & Export Corp. Shanghai Branch 128 Huchiu Road, Shanghai, China Tel: (021) 64468726 Fax: 64468787 Jameson & Sons Ltd. 34 Madison Square Melbourne E. C. 2. Australia Tel: (0536) 70525345 Fax: 356467132 Dear Sirs,

(Date)

Re: Bicycles Thank you for your letter of Jan. 25 enquiring for our bicycles. As requested, we enclose a price list and a copy of our catalog for your consideration. All prices are quoted FOB Shanghai, subject to our final confirmation. Generally> delivery can be made in two months from receipt of an order. We look forward to hearing from you. Yours faithfully, (signature ) Encl. As stated.

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Unit 2 Exercise I. Put the following Chinese into 按 照 according to / in compliance English with / in accordance with / in 公司 company / corporation / firm / conformity with house 信誉 standing / credit 与 … 建立业务关系 to enter into (to 达 成 交 易 to conclude ( close ) the business (transaction/ deal) establish ) 在 … 业务方面 in the line of business relations with 小册子 ~ 1 系列 a ( wide / full) range of pamphlet / brochure 你处( 你处 ( 地 ) at your end / on your spot / 具体询盘 specific enquiry 经营 to handle / to deal in / to trade in in your 与 … 做生意 to do business with / to place ( area, district) 供你参考 for your reference / for your information 以 … 为目的 with a view to 与此同时 in the meantime / at the same time / meanwhile II. Multiple choice 1. b 2. a 3. c 4. b 5. a 6. d 7. c 8. d 9. a 10. b 11. d 12. c III. Fill in the following blanks with the given words in their proper forms 1. dealing 2. transacting 3. deals 4. Business 5. deal 6. business 7. transact 8. Businesses 9 . transactions / deals 10. business IV. Put the following English into Chinese 1.我们是德国工业化工产品主要生产商之一 , 欲与贵公司建立业务关 我们是德国工业化工产品主要生产商之一, 我们是德国工业化工产品主要生产商之一 系。 2. 我们经营中国自行车出口 , 很想与你方进行这类商品贸易 。 我们经营中国自行车出口, 很想与你方进行这类商品贸易。 3. 香港贸易公司已将贵公司名称及地址转交我方 。 兹去函与你联 香港贸易公司已将贵公司名称及地址转交我方。 愿与你方建立贸易关系。 系 , 愿与你方建立贸易关系 。 4. 感谢贵方 6 月 7 日来函 , 表示提供服务的意向 。 我们很愿意与你方 日来函, 表示提供服务的意向。 探讨扩大贸易的可能性。 探讨扩大贸易的可能性 。 5. 请尽早答复我方要求为荷 。 请尽早答复我方要求为荷。 6. 我们愿在平等互利的基础上与贵公司建立业务关系 。 我们愿在平等互利的基础上与贵公司建立业务关系。 7. 我们是一家系列电扇及空调的主要出口商 , 现特去函自我介绍 。 我们是一家系列电扇及空调的主要出口商, 现特去函自我介绍。 8. 为促进双方贸易 , 特另邮航空寄去样品 , 供你方参考 。 为促进双方贸易, 特另邮航空寄去样品, 供你方参考。 9. 为使你方了解我们经营的轻工产品 , 我们兹另邮给你们 寄去几本 为使你方了解我们经营的轻工产品, 我们兹另邮给你们寄去几本 商品小册子, 供你方参考。 商品小册子 , 供你方参考 。 10. 经纳尔逊先生介绍 , 我们得知你们是中国食品的潜在买主 。 我们 经纳尔逊先生介绍, 我们得知你们是中国食品的潜在买主。 经营这类商品已有多年。 经营这类商品已有多年 。

Appendix Key to the Exercises and the Skill Drillings

V. Put the following sentences into English 1. We owe your name and address to ABC Company. 2. As soon as we receive your specific enquiry, we will send you the catalogue and samples. 3. Their chief line is the export of electronic computers. 4. Our silk has long been a best seller at your end. 5. This product is being marketed in all European countries. 6. Your letter of May 10 has been transferred to us for attention from our Head Office in Beijing. 7. We have handled this line for more than 20 years. ( We have been in this line for more than 20 years.) 8. We can supply shoes in a wide range of styles and sizes. 9. The trade between us is based on the principle of equality. 10. Most countries in the world have engaged in international trade. 11. We can offer you some oil if you need. 12. There are two forms of international transaction. One is to trade in goods> the other is in service. VI. Supply the missing words in the blanks of the message 1. informing 2. market 3. in 4. sample 5. trade 6. quality 7. prices 8. from 9. items 10. specific VII.Read the following short passages or letters and then translate them into Chinese (A) 一国货物及服务与另一国货物及服务进行交换,这就是国际贸 易。这种贸易除了有形的(即商品的进出口)外,还有无形的(即 国际间服务交流 )。 希腊 、 挪威这类国家拥有大量的商船船队 , 可 以提供交通运输服务,这就是一种无形贸易。对某些国家来说,无 形贸易与其他一些国家的原材料出口或商品贸易一样重要。在这种 情况下, 每个国家都可以赚取外汇以购进本国的必需品。 情况下 , 每个国家都可以赚取外汇以购进本国的必需品 。 (B) 世界上没有哪个国家能生产它所需要的所有产品 。 于是世界各国 就加入国际劳务分工,以提高生产及再生产效率。有时一个国家可 以以易货贸易的方式获得外国货物及服务。易货贸易就是不用货币 而以一种货物交换另一种货物的方式做生意。单凭易货贸易是不能 满足一国的进口需要的,但作为国际贸易的一种形式,它对发展中

6 外贸英语函电

国家仍有吸引力。因为这些国家外汇短缺,匮乏的外汇收入远不足 以满足它们对外贸易的支付。 以满足它们对外贸易的支付 。 (C) 在国际贸易中, 服务贸易仅占很小比重。 由其特性所致, 在国际贸易中 , 服务贸易仅占很小比重 。 由其特性所致 , 服务贸易 远不如货物贸易那么容易, 远不如货物贸易那么容易 , 因为服务贸易只能在提供服务的地方为 对方所接受。 这就是说, 对方所接受 。 这就是说 , 要么提供服务的一方到需要这种服务的地 方去, 要么消费者到能提供服务的地方去。 方去 , 要么消费者到能提供服务的地方去 。 只有少量的服务能像货 物那样, 无须交易双方移动就能进行交易, 如运输服务、 银行、 物那样 , 无须交易双方移动就能进行交易 , 如运输服务 、 银行 、 保 教育事业等。 险 、 教育事业等 。 (D) 敬启者: 敬启者 : 承蒙 Autos 公司总裁纳尔逊先生介绍 , 我们得知贵公司是中国农 业机械的潜在买主。由于此产品属于我方经营范畴,我们将很高兴 尽早与贵公司建立直接的业务关系。 尽早与贵公司建立直接的业务关系 。 为了便于贵方对我们所经营的各种产品有个大致了解 , 我们随信 寄去商品小册子和价目表各一份。 收到贵方具体询盘, 寄去商品小册子和价目表各一份 。 一收到贵方具体询盘 , 我们会立即 寄上报价单及样品书。 寄上报价单及样品书 。 望收到贵方的肯定答复。 望收到贵方的肯定答复 。 X X X 谨 上 VIII. Translate the following letter into English Dear Sirs, We have received your enquiry of July 5 for Electric Motor. As the goods fall within the business scope of China National Import & Export Corporation, we have passed on your enquiry to them for attention. Please contact them directly for your requirements. We would like to take this opportunity to introduce ourselves to you as a state-operated corporation* handling the export business of Chinese Arts & Crafts and we have built up extensive connections with many important dealers in various districts. Enclosed you will find our latest catalogue and pricelist. We hope to enter into business relations with you. Yours faithfully, Skill Drilling Dear Sirs, Your firm has been recommended to us by Messrs. Freemen & Co. Ltd. , with whom we have done business for many years.

Appendix Key to the Exercises and the Skill Drillings

We specialize in the export of Chinese cotton piece goods, which have enjoyed great popularity in world market. We enclose a copy of our catalog for your reference and hope that you would contact us if any item is interesting to you. As to our financial standing* you could approach the Bank of China? New York for any information. We are looking forward to your early reply. Yours truly. Unit 3 Exercise I. Put the following Chinese into 递价 to bid for / to make sb. English a bid for 大使馆 embassy 询购… 询购 … to enquire for / to make sb. an enquiry for 接受报盘 to accept an offer 代理 representative/agent 现成市 场 ready market 工艺 workmanship 立即处理 prompt attention 市场需求( 口味) 手工作 hand-made 市场需求 ( 口味 ) the taste of the market 用现款( 支付) 支付条款 payment terms 用现款 ( 支付 ) ( to pay) in cash 兹答复 in replyC to) 稳定需求 steady demand ?■有联系 商品) 与 . ?■ 有联系 to be connected with ( 商品 ) 在出售中 to be under offer / to be on sale 向 … 订购 to place an order with sb. for sth. 给 … 报盘 to make sb. an offer for sth. II. Multiple choice 1. b 2. d 3. a 4. d 5. b 6. a 7. c 8. b 9. d 10. c 11. b 12. c III. Fill in the following blanks with the given words in their proper forms 1. bid 2. offer 3. enquiry 4. offered 5. bid 6. offer 7. enquires 8. offer 9. enquired 10. offer IV. Put the following sentences into Chinese 1. 我们从 John King 先生处得知 , 你方有意供应男式皮鞋 。 先生处得知, 你方有意供应男式皮鞋。 2. 请传真发来优惠报盘 , 同时指明包装 、 规格 、 可供数量及最早交 请传真发来优惠报盘, 同时指明包装、 规格、 货期。 货期 。 3. 报价时请考虑我们可能会经常性地大量订购这一因素 。 报价时请考虑我们可能会经常性地大量订购这一因素。 4. 你方 1 月 10 日询盘巳交我处理 , 因我们正好出口你方所询商品 。 日询盘巳交我处理, 因我们正好出口你方所询商品。

8 外贸英语函电

5. 我方包装行业的合伙人高度赞赏你们的 Zeta 包装机 , 我们想更多 包装机, 地了解一些有关情况。 地了解一些有关情况 。 6. 希望你方价格能做得开 , 而且交易的达成将对双方都有利 。 希望你方价格能做得开, 而且交易的达成将对双方都有利。 7. 盼望着能向你方进一步订购 , 相信你方会尽力满足我们的特殊需 盼望着能向你方进一步订购, 求。 8. 如能给我们寄来建筑材料的最新价目表 , 我当不胜感激 。 如能给我们寄来建筑材料的最新价目表, 我当不胜感激。 9. 如能按所要求的数量供应这种型 号的商品 , 请给我方报实盘及最 如能按所要求的数量供应这种型号的商品 号的商品, 低价。 低价 。 10. 我们想要购买男式皮手套 , 请报最优惠价格为荷 。 我们想要购买男式皮手套, 请报最优惠价格为荷。 V. Put the following sentences into English 1. Could you please tell us the main items you export? 2. Would you please quote your lowest price GIF London? Britain? ? 3. We shall be very glad to place our order with you if your quotation is competitive and delivery date acceptable. 4. We are pleased to note from your letter of May 5 that you are interested in our sewing machines. 5. Kindly let us know the prices and quantities of the best refined sugar you are able to deliver to us. 6. We would appreciate very much your sending us the latest samples with their best price. 7. We have ready buyers of these commodities and if your prices are competitive* we have every reason to believe that we can place large orders with you. 8. The said goods are not available from stock. 9. We'll be glad to place an order with you for 60 cases of green tea if your price is favorable. 10. We're very much interested in importing your goods. Could you please send us your catalogue, price list and samples if possible? VI. Supply the missing words in the blanks of the message 1. enquiry 2. interest 3. catalog 4. manufacture 5. designs 6. workmanship 7. appeal 8. representative 9. range 10. order VII.Read the following short passages or letters and then translate them into Chinese (A) 敬启者敬启者 事由: 事由 : 第 2231 号询价单 我们两国之间不久前签订了贸易协定, 我们两国之间不久前签订了贸易协定 , 这对双边贸易的发展具有 十分重大的意义。 十分重大的意义 。

Appendix Key to the Exercises and the Skill Drillings

我方拟采购电子计算机一批。 我方拟采购电子计算机一批 。 望你方能尽早航寄最优惠的 CIF 上 海到岸价, 详尽列明规格及交货期, 并随附英文说明书三份。 海到岸价 , 详尽列明规格及交货期 , 并随附英文说明书三份 。 如果你方不能完全按照我方所列要求供货 , 能否报来最近似的规 或将本项询盘转交给能确切报盘的有关商号? 格 , 或将本项询盘转交给能确切报盘的有关商号 ? 复电、 报价, 或寄有关样本、 样品时, 请注明我询价单编号, 复电 、 报价 , 或寄有关样本 、 样品时 , 请注明我询价单编号 , 以 便査找。 便査找 。 盼早复。 盼早复 。 X X X 谨 上 (B) 敬启者: 敬启者 : 事由: 事由 : 纺织品 本公 司是纽约最大的纺织品进口商之一 , 我们切盼与贵公司建立 贸易关系, 发展我们两国之间的贸易。 贸易关系 , 发展我们两国之间的贸易 。 随 函 附 上 第 111 号 询 价 单 一 份 , 盼 贵 方 早 日 给 我 们 报 纽 约 到 岸 5%的佣金 报价时请说明最早交货期和可供数量。 的佣金。 价 , 包括我方 5%的佣金 。 报价时请说明最早交货期和可供数量 。 若贵方报价具有竞争性, 我们打算大量成交。 如蒙早日复信, 若贵方报价具有竞争性 , 我们打算大量成交 。 如蒙早日复信 , 不 胜感激。 胜感激 。 X X X 谨 上 VIII. Translate the following letter into English Dear Sirs, Re: Shan Di Bicycles Kindly mail us a copy of your catalog and latest price list for Shan Di bicycles. We are very interested in bicycles both for men and women. There is a heavy demand for bicycles in this city, where cycling has become very popular. Owing to the high price of petrol, it is likely that more people will use bicycles instead of cars. If the quality of your bicycles proves satisfactory and your quotation is competitive, we are ready to conclude substantial business with you. Your early reply will be very appreciated. Yours faithfully, Skill Drilling Dear Sirs, We are interested to buy large quantities of Iron Nails of all sizes and shall appreciate it if you would give us a quotation per ton CIF Alexandria, Egypt. It would also be appreciated if samples and brochure could be forwarded to us.

10 外 贸 英 语 函 电

We used to purchase this article from other sources but we now prefer to buy from your corporation

Appendix Key to the Exercises and the Skill Drillings

because you are able to supply large quantities at .Besides T we have confidence in more attractive prices the quality of Chinese products. We look forward to hearing from you as soon as possible. Yours faithfully* Unit 4 Exercise I. Put the following Chinese into 数量 quantity English 实盘 firm offer 虚盘 non-firm offer 确 包装 pack( 认 , 保兑 confirm 保兑的 confirmed ing) 装 ship( 不可撤销的 irrevocable 汇票 draft/bill ment) 支付 pay( -ment) of exchange 即期 at sight to be heavily 承 诺 过 多 ...为条件 为条件, 以 ... 为条件 , 为准 subject to 及 committed / to have 时 , 适时 in due course 规格 specifications 殷切地 with keen interest heavy commitments 按 品名 commodity/Art. No. 照要求 as II. Multiple choice 1. b 2. b 3. a 4. c 5. c 6. b 7. d 8. requested 如所陈 述 as stated 如所 c 9. b 10. a 11. a 12. d 13. b 14. c 15. d III. Fill in the following blanks with the given words in their proper forms I. sale 2. buying 3. priced 4. price 5. sell 6. price 7. bought 8. buys 9. sold 10. prices II. selling 12. bought IV. Put the following sentences into Chinese 1. 贵方 4 月 3 日来函收悉 , 得知贵方有意与我方建立业务往来关系并 日来函收悉, 欲购买我方用具。 欲购买我方用具 。 2. 承蒙我驻美大使馆商务参赞处帮助 , 我们得知贵 公司名称和地 承蒙我驻美大使馆商务参赞处帮助, 我们得知贵公司名称和地 址。 3. 承蒙 R.G.纳尔逊有限公司推荐 , 得知贵公司为中国缝纫机潜在买 纳尔逊有限公司推荐, 纳尔逊有限公司推荐 本公司经营该产品, 我们很高兴与您建立业务关系。 主 。 本公司经营该产品 , 我们很高兴与您建立业务关系 。 4. 我们想购买男式皮鞋 , 请寄来最优惠的报价为感 。 我们想购买男式皮鞋, 请寄来最优惠的报价为感。 5. 如能按要求的型号和质量供货 , 我们将定期大量订购 。 如能按要求的型号和质量供货, 我们将定期大量订购。 6. 贵方 9 月 2 日函收悉 。 很高兴通知你方 , 所需货物属于我们的经营 日函收悉。 很高兴通知你方, 范围。 范围 。 7. 按要求特寄我方系列棉布产品剪样 , 希望能及时到达并令你方满 按要求特寄我方系列棉布产品剪样, 意。

12 外 贸 英 语 函 电

8. 感谢你方 9 月 4 日来函 , 通知我方你对我们的肉罐头很满意并考虑 日来函, 向我试订。 向我试订 。 9. 关于 10 月船期的 500 辆永久牌自行车 , 现随函寄去我方形式发票 辆永久牌自行车, No.3422 — 式两份 。 式两份。 10. 由于供应情况良好, 我们可报实盘, 即期交货。 由于供应情况良好 , 我们可报实盘 , 即期交货 。 11. 由于所报价格格外低且有上涨的可能 , 我方建议立即订购 。 由于所报价格格外低且有上涨的可能, 我方建议立即订购。 12. 各种尺寸 、 型号的系列产品 , 我们均可供现货 。 各种尺寸、 型号的系列产品, 我们均可供现货。 13. 很遗憾地通知你方 , 所需质量的货物我们暂无现货 。 很遗憾地通知你方, 所需质量的货物我们暂无现货。 14. 我们可以肯定 , 这些货将会满足你方要求 , 并等候你方首批订 我们可以肯定, 这些货将会满足你方要求, 货。 15. 价格包括包装费 , 任何时候都可交货 。 价格包括包装费, 任何时候都可交货。 V. Put the following sentences into English 1. If you can reduce your price by 5% > we believe it is possible for us to conclude the deal. 2. Our company is one of the leading importers of TV sets in this area and we have been handling various brands of TV sets for over 20 years. 3. We confirm having faxed you a firm offer for 50 tons of peanut, subject to your reply reaching us within one week. 4. As we are heavily committed, we can only accept orders for shipment in November. 5. The price you quoted is competitive? but the date of delivery can not be accepted. 6. We'll highly appreciate it if you can offer 200 Flying Fish bicycles for shipment in March and April. 7. As for payment terms, we ask for an irrevocable sight L/C. 8. According to your request of March 15, we are making you an offer as , follows. 9. Owing to the reasonable price and fine quality > our cotton piece goods sell fast. 10. As a result of the limited stock of the article, we suggest you accept our offer as soon as possible. 11. The best we can do is to allow you 3% commission. 12. As the peanut market is declining* we can hardly conclude the business unless you reduce the price by 5% . VI. Supply the missing words in the blanks of the message I. enquiring 2. direct 3. quotation 4. otherwise 5. receipt 6. subject 7. confirmation 8. discount 9. catalogue 10. brochure

Appendix Key to the Exercises and the Skill Drillings

II. separate 12. specific 13. appreciated VII.Read the following short passages or letters and then translate them into Chinese (A) 敬启者: 敬启者 : 很高兴通知你方 , 我们有意购买贵方羽绒被 。 为熟悉货物质量和 工艺,我们请求航寄一些商品小册子、样品及有关各种规格货物的 所有必要信息 。 同时 , 请报附单内每样产品的 CIF 纽约最低价 , 含 佣 3% 。 此地价廉物美的商品市场前景可观。 若样品及价格令我方满意, 此地价廉物美的商品市场前景可观 。 若样品及价格令我方满意 , 你方有望获得大量订单。 预致谢意, 期待贵方合作。 你方有望获得大量订单 。 预致谢意 , 期待贵方合作 。 X X X 谨 上 (B) 敬启者敬启者 日询盘。 按要求, 现随函寄去我带插图的 很高兴收到你方元月 15 日询盘 。 按要求 , 现随函寄去我 带插图的 商品目录及价格单细目, 时另函寄去全套样品一份。 商品目录及价格单细目 ,同时另函寄去全套样品一份 。 相信贵方研究 后会认同我方产品确系价廉物美。 后会认同我方产品确系价廉物美 。 对 于 常 规 订 购 单 项 商 品 在 50 打 或 以 上 者 , 我 方 将 予 以 5%的 折 的 扣 。 因 柔 软 及 保 暖 性 能 好 ,尼龙 床 单 越 来 越 受 欢 迎 。 检 査 我 方 价 格 贵方将不难看出, 我们的产品难以满足目前的需求。 后 , 贵方将不难看出 , 我们的产品难以满足目前的需求 。 如 贵方能在月底前下订单, 贵方能在月底前下订单 , 我们保证收到订单后 两周内可以交货。 两周内可以交货 。 提请贵方留意我其他尼龙 产品( 详情见目录) 并恭候首批订单。 产品 ( 详情见目录 ) 并恭候首批订单 。 X X X 谨 上 (C) 敬启者: 敬启者 : 11 月 21 日函悉 , 今晨已发电报作复 。 日函悉, 今晨已发电报作复。 谅 必 您 已 从 传 真 中 得 悉 , 我 们 可 报 250 长 吨 钢 管 实 盘 , 每 长 吨 620 英铹 , CIF 拉哥斯到岸价 ,即期信用证支付 。 此报盘以一周内复 到为准。 到为准 。 如您所知 , 市场上对钢管需求甚殷 , 不可能持盘太久 。 还望贵方 注意, 需求活跃势必导致价格上扬。 注意 , 需求活跃势必导致价格上扬 。 盼早复。 盼早复 。

14 外 贸 英 语 函 电

X X X 谨 上 VIII. Translate the following letters into English (A) Dear Sirs, Thank you for your letter of September 15 and the enquiry enclosed for our White Rabbit pajamas. As your request, we are making you a firm offer for 20,000 dozen women's pajamas at USD 48. 5 per dz. CFRC 5% Lagos for shipment in July/August? 2006. Payment is to be made by confirmed? irrevocable L/C payable by draft at sight. This offer is firm subject to your reply reaching us within one week. The relative sample and catalog have been sent by separate mail. Please note all the prices quoted are bottom prices and no counter-offer will be accepted. If you agree to the above, please make confirmation as soon as possible so as to enable us to make the necessary arrangements. We're looking forward to your early reply. Yours faithfully, (B) Dear Sirs, Re: Shan Di Bicycles We are pleased to receive your enquiry 10 January and as requested* are airmailing you, under separate cover, a copy of our illustrated catalog, together with our latest price list for Shan Di bicycles. Details of our conditions of sale and terms of payment are stated therein. We feel confident that when you have examined them you will agree that the goods are both excellent in quality and reasonable in price. We look forward to the pleasure of your trial order. Yours faithfully, Skill Drilling Dear Sirs, In reply to your letter of August 15, we are making you an offer, subject , to your reply reaching us by 4 p. m. our time, Monday? September 3, as , follows: : Commodity: Common Round Iron Nails

Appendix Key to the Exercises and the Skill Drillings

Specifications: As per attached list Packing: Loose in kegs of 60kgs. net Quantity : 100 kegs Price: US $ 50.00 net per keg GIF Sydney Shipment: October/ November Payment: By confirmed? irrevocable letter of credit payable by draft at sight We have sent you, under separate cover? samples of various sizes and the brochure required. We are expecting your early order. Yours faithfully* Unit 5 Exercise I. Put the following Chinese into English 还盘 counter-offer 小册子 booklet/brochure/pamphlet 标题的 captioned/subject 偏高( 偏低) 偏高 ( 偏低 ) on the high ( low ) side 流 tl 的 prevailing/going/current 现行行市水平 prevailing market level 利润 profit 折扣 discount ~ 1 批货 parcel/allowance 现成市场 ready market/batch/lot 试订 trial order

在展出 on display 形 式发票 pro-forma invoice 银行划拨 banker's transfer 与 … 不 ~ 1 致 out of line with 给 … 折扣 to allow / give / grant sb. a discount 有迹象表明 information indicates / indications show 考虑到 鉴于) ( 鉴于 ) in view of 畅销 to sell fast / to sell well / to sell like hot-cakes/ to enjoy wide popularity / to command a good market 续订 repeat order

II. Multiple choice 1. a 2. b 3. c 4. d 5. b 6. d 7. c 8. d 9. a 10. c 11. d III. Fill in the following blanks with the given words in their proper forms I. commodities 2. referred 3. commodity 4. stock 5. commodity

16 外 贸 英 语 函 电

6. Referring ? reference II. stock

7. stock 12. referred

8. commodities

9. stock

10

IV. Put the following sentences into Chinese 1. 感谢你方对我钢制家具询盘的答复 。 我们留下商品目录作进一步 感谢你方对我钢制家具询盘的答复。 考虑, 但同时我们也感到对于此地市场你们的产品定价过高。 考虑 , 但同时我们也感到对于此地市场你们的产品定价过高 。 2. 我们按此价在你方市场已达成大量交易 , 因此歉难接受你方还 我们按此价在你方市场已达成大量交易, 盘。 3. 我方价格已降至极限 , 很遗憾不能满足你方要求作进一步降价 。 我方价格已降至极限, 很遗憾不能满足你方要求作进一步降价。 4. 3 月前交货是此订单的硬条件 , 延迟交货我方将有权拒收 。 月前交货是此订单的硬条件, 延迟交货我方将有权拒收。 5. 我们已及时注意到你们对棉布的需求 , 但很遗憾 , 眼下我们无法 我们已及时注意到你们对棉布的需求, 但很遗憾, 供货。 待供应情况有所好转我们再洽。 供货 。 待供应情况有所好转我们再洽 。 6. 我们最少需要 500 千克 。 但如果质量上乘 , 我们至多可接受 800 千 千克。 但如果质量上乘, 克。 7. 我们同意你方价格 , 但想知道购买数量在 2 000 以上时 , 你方是否 我们同意你方价格, 以上时, 的折扣。 打算给 5%的折扣 。 的折扣 8. 很遗憾 , 不能接受你方还盘 。 即使让一半也不可能 , 因为材料价 很遗憾, 不能接受你方还盘。 即使让一半也不可能, 格已上涨了 20%。 。 9. 虽然我们很想开拓与你 方的业务 , 但很抱歉 , 不能按你方要求打 虽然我们很想开拓与你方的业务 但很抱歉, 方的业务, 因为我方价格已减至极限。 折 , 因为我方价格已减至极限 。 10. 如首批订单执行得令人满意 , 我们将向你方续订 。 如首批订单执行得令人满意, 我们将向你方续订。 V. Put the following sentences into English 1. In view of our long-standing business relations we make you such a counteroffer. 2. If you cannot accept it, please make best possible counter-offer. , 3. We thank you for your quotation of July 20 and enclose herewith our order No. Ill for the captioned goods. 4. Your price is on the high side and we have to counter-offer as follows? subject to your reply received by us on or before this Friday. 5. As the goods are urgently needed by our customers? we hope you will deliver them promptly. 6. We cannot entertain business at your price, since it is out of line with the prevailing market. 7. We find both the price and quality of your products satisfactory and are pleased to give you an order for the following items. 8. As our customers find the quality of your products satisfactory* we are now placing our trial order with you for prompt delivery. 9. Through your full cooperation? we are able to place our trial order at your revised price.

Appendix Key to the Exercises and the Skill Drillings 17

10. We trust this trial order may lead to more important transactions. VI. Supply the missing words in the blanks of the letter 1. receipt 2. requested 3. under 4. catalogue 5. transaction 6. offer 7. to 8. confirmation 9. Specifications 10. option 11. installments 12. confirmed 13. irrevocable VII.Read the following short passages or letters and then translate them into Chinese (A) 敬启者: 敬启者 : 事由: 事由 : 2005 年产大豆 日函, 按通常条款报( 接你方 8 月 15 日函 , 按通常条款报 ( 盘 ) 给我方 5 000 公吨标题 货物, 兹复, 货物 , 单价每公吨人民币 1 600 元 。 兹复 , 很遗憾我奥登色买主认为 你方价格太高。有消息说,数批土耳其货在该地以约比你价格低 10%的价格售出 。 的价格售出。 的价格售出 我们不否认中国大豆质量稍好 大豆质量稍好, 的差别。 我们不否认中国 大豆质量稍好 , 但价格不应有 10%的差别 。 的差别 为促进交易 , 我们代表客户还盘如下 : 以我方当地时间 8 月 26 日前收到你方答复为条件, 年产大豆, 日前收到你方答复为条件 , 5 000 公吨 2005 年产大豆 , 每公吨奥登 的佣金, 色到岸价人民币 1 300 元 , 包括 2%的佣金 , 哥本哈根转船 , 其他条 的佣金 哥本哈根转船, 日函办理。 款按你方 2006 年 8 月 15 日函办理 。 由于市场疲软, 建议你们立即接受我们的还盘。 由于市场疲软 , 建议你们立即接受我们的还盘 。 X X X 谨 上 (B) 敬启者敬启者 非常高兴收到您的订单并乐于确认您所需货物有现货供应 。 很高 兴为您效劳, 相信您对货物的质量和我们的服务会感到满意的。 兴为您效劳 , 相信您对货物的质量和我们的服务会感到满意的 。 可以接受的付款方式是不可撤销的信用证, 日前有效, 可以接受的付款方式是不可撤销的信用证 , 9 月 15 日前有效 , 总 金 额 不超过 500 美 元 。 一 收到 第一 国 民银 行的 确认 , 就准 备着 手装 并听候贵方代理人的装船指示。 船 , 并听候贵方代理人的装船指示 。 我们谨向您保证, 对贵方这次订货和将来的订货, 我们谨向您保证 , 对贵方这次订货和将来的订货 , 我们都会给予 及时的关照。 及时的关照 。 X X X 谨 上 VIII. Translate the following letters into English

18 外 贸 英 语 函 电

(A) Dear Sirs, Re : Tablecloth Reference is made to your quotation for the captioned goods and the samples and catalogue enclosed. After we contacted our customers, they found both the quality and time of shipment acceptable? but the difference between your quoted price and the price at which we have got the goods from other suppliers is too great to accept. The price of same goods of Hong Kong is 10% lower than that of yours. We would therefore suggest that you reduce your price to the level which is in line with the prevailing price* and then we would place a large order with you. It is in view of your being our old customer that we make this counter-offer. Should the above be agreeable to you? please fax us so as to enable us to open the relative L/C. Yours faithfully, (B) Dear Sirs, , Thank you for your quotation for men's shirts and the samples sent to us on May 6. We have approached a number of our customers in this area and many of them take an interest in Swan brand men's shirts. We, therefore f ask you to make us your best offer on GFR Singapore basis for 5 ,000 men's shirts ( NO. G―3 ) - We believe we may secure some orders for you. We f however, would like to point out that unless your quotation is attractive to the buyers, it would be difficult to push the sale of your shirts successfully. Yours truly, Skill Drilling (i) Dear Sirs, With reference to your letter of 10th July, we regret to learn that since other suppliers are offering at lower prices, you are unable to accept our offer. However desirous we are to do more business with you, we are sorry to say that your counter-offer is unacceptable to us. The best we can do is to make a reduction of 2% in our originally quoted price. We wonder whether the other suppliers are offering a quality as good as ours. We do hope that you will direct the attention of your clients to this point and try to persuade them to take into consideration not only the price but also the quality, which is more important. We await your early reply.

Appendix Key to the Exercises and the Skill Drillings 19

Yours faithfully, ( 2 ) (略) Unit 6 Exercise I. Put the following Chinese into English 确认 confirm/approve 以 … 为目的 with the view of 幵列, 幵列 , 膳写 make out 销售确认书 sales confirmation — 式两份 in duplicate 返签, 返签 , 会签 countersign 为抬头, 以 … 为抬头 , 以 … 为受益人 in one's favor 公吨 (= 000 千克 ) 公吨(= (=1 千克) metric ton 购货确认书 purchasing confirmation II. Multiple choice 1. b 2. a 3. a 4. d 5. c 6. d 7. d

有效( ),有效 有效 ( 性 ), 有效 耽误, ( 期 ) validity 耽误 , 延误 delay 与 … 相 ~ 1 致 in conformity to ( with) 令人满意 to prove (to be) satisfactory / to turn out to the satisfaction of 减价 to reduce the price by / to reduce the price to 急需 be in urgent ( great / bad) need of 保兑行 confirming bank 8. 9. d 10. 11. a 12.

III. Fill in the following blanks with the given words in their proper forms 1. confirm 2. acceptable / confirmation 3. agreed 4. confirmation 8. 5. agreeable 6. accept / acceptance 7. confirmed agreed 9. agreement 10. acceptance 11. confirm IV. Put the following sentences into Chinese 1. 兹确认 , 我方将于 3 月 15 日按要求交货 。 兹确认, 日按要求交货。 2. 我们相信 , 此次首批订单将导致我们两家公司之间进一步的交 我们相信, 易。 3. 我们可以肯定 , 我方货物会令你方完全满意 , 且完全适合你方需 我们可以肯定, 我方货物会令你方完全满意, 求。 4. 希望货物能及时到达你方 , 并盼你方的进一步订单 。 希望货物能及时到达你方, 并盼你方的进一步订单。 5. 若你方产品令人满意, 我们打算洽谈长期合同。 若你方产品令人满意 , 我们打算洽谈长期合同 。 6. 我们急需上述订单之货 , 特要求你方空运此货 。 我们急需上述订单之货, 特要求你方空运此货。 7. 感谢你方试订 , 我们将保证你方订单会得到及时 、 认真的处理 。 感谢你方试订, 我们将保证你方订单会得到及时、 认真的处理。 8. 谈到近几日我们之间的传真交往 , 我们很高兴能与你方达成下列 谈到近几日我们之间的传真交往, 交易。 交易 。 9. 虽然你方价格低于我方报价 , 但为了启动我们之间的业务 , 我们 虽然你方价格低于我方报价, 但为了启动我们之间的业务, 还是破例接受。 还是破例接受 。

20 外 贸 英 语 函 电

10. 我们已经按你方 4 月 4 日传真及我方 4 月 8 日传真接受下列订单 。 日传真接受下列订单。 请放心, 请放心 ,一收到相关信用 我们将及时发运货物。 证 , 我们将及时发运货物 。 V. Put the following sentences into English 1. If your prices are reasonable we believe we could conclude substantial business with you. 2. If you can reduce your price by 5% ? we believe it is possible for us to conclude the deal. 3. As we are heavily committed* we can only accept orders for shipment in November. 4. The price you quoted is competitive? but the date of delivery can not be accepted. 5. As a result of the limited stock of the article, we suggest you accept our offer as soon as possible. 6. In reply to your letter of March 5 quoting us the prices of writing paper, we are pleased to place a trial order as mentioned in the enclosed sheet. 8. We have received your catalogue and price list, and now we order the , following goods at the prices named. 9. As our factories are fully committed for the fourth quarter, we regret our inability to entertain any fresh orders. 10. Your order is receiving our immediate attention and we will keep you informed of the progress. VI. Supply the missing words in the blanks of the message 1. In 2. confirming 3. Enclosed 4. duplicate countersigned 6. established 7. conformity 8. amendment 9. delay cooperation 5. 10 -

VII.Read the following short passages or letters and then translate them into Chinese (A) 敬启者: 敬启者 : 我们已及时收到你方第 111 号销售合同一式两份 , 按照你们的要 我们巳经会签。 兹随函退回一份, 供你方备档。 求 , 我们巳经会签 。 兹随函退回一份 , 供你方备档 。 有关信用证已通过伦敦中国银行开出 , 谅不久即可到达你处 。 收 到后请立即安排装运, 并传真告知船名及开航日期。 到后请立即安排装运 , 并传真告知船名及开航日期 。 X X X 谨 上 (B)

Appendix Key to the Exercises and the Skill Drillings 21

敬启者: 敬启者 : 事由: 事由 : 紫铜丝 7 月 3 日 、 12 日传真收悉 , 多蒙合作 , 不胜感激 。 今 日传真收悉, 多蒙合作, 不胜感激。 确认己修改之订单如下长吨紫铜丝成本、 运费、 确认己修改之订单如下 - "40 长吨紫铜丝成本 、 运费 、 汕头到岸价, 美元, 月发运。 汕头到岸价 , 每长吨 115 美元 , 8 月发运 。 " 号一式两份, 请早日签退一份。 我已寄去购货确认书第 3366 号一式两份 , 请早日签退一份 。 我正 与汕头中国银行联系办理有关信用证。一俟开立,当即奉告。因急 需此货, 望能如期装运。 需此货 , 望能如期装运 。 X X X 谨 上 VIII. Translate the following letter into English Dear Sirs, We are very much pleased to note from your letter of Nov. 6 that your customers are satisfied with the quality of our sewing machines shipped to you per S. S. East Wind* and that you wish to place a repeat order. While we appreciate that, we cannot at present entertain any fresh orders because of our heavy commitments. But we would like to inform you that there will be a possibility of a big expansion of production since the second quarter of next year. So you may rest assured that we will make you an offer as soon as the supply position improves. In the meantime, please keep us informed of the market developments at your end. Yours truly? Skill Drilling Dear Sirs* We are very much pleased to enclose our Sales Confirmation No. 123 for wool against your order No. 023 , and wish to take this opportunity to congratulate ourselves on the opening of business relations between us. Please return one copy of the confirmation to us duly countersigned. You may rest assured that our handling of your initial order will turn out to your satisfaction and will justify your further orders. We welcome any suggestions that will make our products more attractive and competitive in your market, and it will be all the better if you would outline your immediate as well as long-term plan of sales promotion. We shall do everything we can to meet your particular requirements. Yours faithfully?

22 外 贸 英 语 函 电

Unit 7 Exercise I. Put the following Chinese into English 散装, 权利与义务 rights and obligations 散装 , 大批量 in bulk 有关各方 parties concerned 除非另有规定 unless otherwise stipulated ...保证 履 tl 义务 fulfill one's obligations 向 ...保证 to assure sb. that / of 补偿 to make compensation 万 ~' in case 单价 unit price 签订合同 to sign ( close, enter into) a contract 支付条款 terms of payment 支付 条款 展行合同 to execute (perform, fulfill) a contract 银 tl 票据 bank instrument 重 合 同 , 守 信 用 to honor the contract and keep one's word 异议 discrepancy 向 … 提出索赔 to raise a claim against 向 … 开汇票 to draw ( a draft) on sb. 为抬头; 指示(be) to one's 仲裁 arbitration 以 … 为抬头 ;凭…指示 order 好平均品质, 良 好平均品质 , 大路货 FAQ ( =fair average quality) II. Multiple choice 1. b 2. a 3. c 4. d 5. c 6. a 7. c 8. a 9. d 10. b 11. a III. Fill in the following blanks with the given words in their proper forms I. order 2. contract 3. drawn 4. order 5. draw 6. contract 7. order 8. contracted 9. drawing 10. draw II. order 12. contracted IV. Put the following sentences into Chinese 1. 如你所知 , 我们的外贸政策是在平等互利的基础上与各国人民做 如你所知, 贸易。 贸易 。 2. 我公司是本地区最大的电视机进口商之一, 我们经营各种牌号的 我公司是本地区最大的电视机进口商之一 , 多年了。 电视机已有 20 多年了 。 3. 兹确认我们给你们电报 50 公吨花生的实盘 ,一周内复到有效 。 公吨花生的实盘, 周内复到有效。 4. 如果你方能报盘 200 辆飞鱼牌自行车 , 3/4 月船期 , 我们将非常感 辆飞鱼牌自行车, 月船期, 激。 5. 关于支付条件 , 我们要求不可撤销的 、 凭即期汇票支付的信用 关于支付条件, 我们要求不可撤销的、 证。 6. 按照你方 3 月 15 日来信的要求 , 我们给你作如下报盘 。 日来信的要求, 我们给你作如下报盘。

Appendix Key to the Exercises and the Skill Drillings 23

7. 由于价格合理 、 质地优良 , 我们的棉布很畅销 。 由于价格合理、 质地优良, 我们的棉布很畅销。 8. 我们充其量只能给你 3%的佣金 。 的佣金。 的佣金 9. 我们通常用木箱装 , 每箱净重 112 磅 , 分成 16 小包 , 每包重 7 我们通常用木箱装, 小包, 磅。 10. 我们可以满足你方要求 , 用木箱包装货物 , 但贵方必须承担额外 我们可以满足你方要求, 用木箱包装货物, 包装费用。 包装费用 。 V. Put the following sentences into English 1. The unit price is US $ 220 per metric ton GIF Hamburg including 3% commission. ( or GIFG 3% Hamburg) 2. The shipping mark is at sellers' option. 3. Insurance is to be covered ( or effected ) by the seller for 110% of the invoice value against All Risks and War Risk. 4. The shipment is to be made in May 2006, partial shipments allowed but , transshipment not allowed. 5. The goods are to be packed in poly-bags? 10 bags to a carton. 6. Payment is to be made by confirmed > irrevocable L/C payable by draft at sight. 7. The L/C should reach the seller 30 days before the date of shipment. 8. The covering L/C remains valid for negotiation in China until the 15th day after the aforesaid time of shipment. 9. What shall we do if the prices continue to rise ( or go on advancing / increasing) ? 10. Shipment is to be made in December 2006 from China port to Singapore with transshipment and partial shipments permitted. VI. Supply the missing words in the blanks of the message 1. commodities 2. Article 3. Specifications 4. Quantity 5. Unit 6. Amount 7. quantity 8. option 9. Mark 10. Destination 11. Insurance 12. Payment 13. confirmation / contract 14. receipt 15. covering VII.Fill in the blanks with the proper prepositions 1. b 2. c 3. b 4. c 5. d 6. d 7. c 8. c 9. d 10. c 11. c 12. a VIII. Fill in the Sales Confirmations in English with the particulars given below (A) SALES CONFIRMATION No. AC 4678

24 外 贸 英 语 函 电

Sellers : Beijing Light Industrial Products Imp & Exp Go. Buyers : New York Trading Corporation This contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: Ever-lasting brand bicycles SpeciHcations: Type MB 28 Quantity: 1,000 pes. Unit Price: US $ 70 per piece CIF New York Total Value: US $70,000 Packing: In wooden cases Shipping Mark: At Sellers' Option Insurance: To be covered by the Sellers against All Risks & War Risk for : 110% of the invoice value as per CIC of January 1, 1981. , Time of Shipment: Before or on the date of March 31, 2007 Port of Shipment: China port , Port of Destination: New York Terms of Payment: By irrevocable sight L/C, to reach the Sellers one month , before the date of shipment and remain valid for negotiation in China within 15 days after the above-said date of shipment. Done and signed in Beijing on this 11th day of October, 2006. (B) SALES CONFIRMATION No. 290 Sellers : China National Light Industrial Products Import & Export Corporation Buyers : David & Company This Contract is made by and between the Buyers and the Sellers? whereby the Buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: Working Gloves SpeciHcations: Type ( or Model) No. 153 Quantity : 5,000 dozen Unit Price: HK $27. 00 per dozen GIF Hong Kong Total Value: HK $ 135,000.00 ( Say Hong Kong Dollars One Hundred Thirty-five Thousand Only) Packing: In boxes of a dozen each, 10 boxes to a carton

Appendix Key to the Exercises and the Skill Drillings 25

Insurance: To be covered ( effected) by the Sellers against All Risks and : War Risk for 110% of the invoice value Time of shipment: January, 2007 Port of Shipment: China port Port of Destination: Hong Kong Shipping Mark: At Sellers' option Terms of Payment: By confirmed? irrevocable L/C payable by draft at sight, to reach the Sellers 30 days before shipment and remain valid for negotiation in China till the 15th day after the latest date of shipment as specified in the covering L/C Done and signed in Beijing on this 2nd day of November, 2006. Skill Drilling 一般条款 1. 索赔须于货到目的港后 30 天之内提出 , 同时提供检验报告 。 对 天之内提出, 同时提供检验报告。 所装货物所提任何异议属于保险公司、船运公司、其他有关运输机 构或邮递机构所负责, 售方不负任何责任。 构或邮递机构所负责 , 售方不负任何责任 。 2. 凡因 执行本协 议发生 的一切争 议 , 应 以友好方式协商 解决 。 如 果协商不能解决,应提交北京中国国际贸易促进委员会对外经济贸 易仲裁委员会根据该会的仲裁程序暂行规定进行仲裁, 易仲裁委员会根据该会的仲裁程序暂行规定进行仲裁 , 仲 裁裁决是终局的, 对双方都有约束力。 裁裁决是终局的 , 对双方都有约束力 。 3. Unit 8 Exercise I. Put the following Chinese into English 按 , 详见 as per 异议 discrepancy 单价 unit price 检验报告 survey report 总值 total value/amount 公证机构 public surveyor 暖头 shipping marks 人力不可抗 Force Majeure 由 … 选定 at one's option 挂号空由 P registered airmail 发票金额 invoice value 仲裁 arbitration 保险费 premium 争议 dispute 本确认书所述商品, 本确认书所述商品 , 如因人力不可抗拒的原因以致不能履行或 延迟交货, 售方概不负责。 延迟交货 , 售方概不负责 。

26 外 贸 英 语 函 电

由 …支付 to be borne by 程序 procedure 不可撤销的信用证 irrevocable L/C 给佣金 to give ( allow, grant, pay) commission 议付 negotiation 打折扣 at a discount 索赔 claim II. Multiple choice l.c 2.a 3.c 4.a 5. a 6. c 7. d 8.b 9.b 10.c 11.d 12.a 13.c 14. a III. Fill in the following blanks with the given words in their proper forms I. profit 2. discount 3. commission 4. profit 5. commission 6. discount 7. profit 8. discount 9. profit 10. commissions II. discount 12. commissions IV. Put the following sentences into Chinese 1. 感谢贵方 4 月 20 日来函报价 , 我方愿意订购下列货物 。 请贵方对 日来函报价, 我方愿意订购下列货物。 此订单及时处理。 此订单及时处理 。 2. 我们将及时开证 , 相信贵方会采取一切必要措施如期装船 。 我们将及时开证, 相信贵方会采取一切必要措施如期装船。 3. 关于我方 400 个电子打火机的订单, 奉上我方第 192 号订购确认 个电子打火机的订单 , 一式两份, 请签退一份, 以便我方存档。 书 , 一式两份 , 请签退一份 , 以便我方存档 。 4. 由于大量承约 , 我们不能接受新订单 。 一俟新货源到来 , 我们将 由于大量承约, 我们不能接受新订单。 一俟新货源到来, 立即传真与贵方联系。 立即传真与贵方联系 。 5. 这种货物我们几乎没有库存了 , 因此我们必须敦促贵方立即发 这种货物我们几乎没有库存了, 货。 6. 若贵方的订量超过 1 万件 , 我们可以将价格下调 5% 。 万件, 7. 贵方订单已收到 , 很抱歉 , 近期不能满足贵方要求 , 因为你们指 贵方订单已收到, 很抱歉, 近期不能满足贵方要求, 定所要的货物目前缺货。 定所要的货物目前缺货 。 8. 我们的丝绸 服装工艺精湛 , 设计新颖 , 在你们市场上很有销路 。 我们的丝绸服装工艺精湛 设计新颖, 在你们市场上很有销路。 服装工艺精湛, 9. 鉴于你方以前的大量订货 , 特给予优先机会 , 但望贵方尽速答 鉴于你方以前的大量订货, 特给予优先机会, 如无兴趣, 我方可撤盘。 复 , 如无兴趣 , 我方可撤盘 。 10. 彼此各让一半对双方都有好处 。 彼此各让一半对双方都有好处。 V. Put the following sentences into English 1. Our goods are moderate in price, about 5% lower than our competitors'. 2. We give you this special discount for the order with the view of developing the business relations between us. 3. Since the article you require is not available for supply at present, we should like to recommend some similar ones as follows 4. If the shipment comes up to our expectations? substantial orders will follow.

Appendix Key to the Exercises and the Skill Drillings 27

5. Please inform us by return whether we may book your order at these revised prices. 6. In view of the recent increase in the price of raw material* we must reluctantly adjust some of our own prices. 7. We shall dispatch the goods as soon as we receive your confirmation of the order. 8. We'd like to state that owing to great demand we can only accept September shipment orders. 9. Since we have reached an agreement on all the details, we can sign the contract now. 10. We are not satisfied with the consignment? because the quality is different with( from ) that of the samples. 11. As for package* I prefer cartons to wooden cases. 12. How much commission can you give us in this transaction? 13. If the amount of the order exceeds ? 5 ,000, we can , allow 5% discount. owing to VI. Fill in the blanks with the following words and phrases accepta 1. as follows 2. provided that 3. remain open 4. in line with nce 10. 6. subject to 7. To our regret 8. reduce 9. discount VI. Supply the missing words in the blanks of the message destinati I. contract 2. commodity 3. specifications 4. packing on .conv 1 6. prices 7. terms 8. credit 9. assures II. covers 12. discrepancy 13. raise 14. settlement 0 16. documents VIII. Fill the following contract froms in English with the given particulars (A) SALES CONTRACT Contract No. 1791 Sellers : China Construction Materials Imp/Exp Co. Buyers : Genoa Trading Company This contract is made by and between the Buyers and the Sellers? whereby the Buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: Parrot brand white cement SpeciHcations: Type

28 外 贸 英 语 函 电

5578―9 Quantity: 1,000 long ton Unit Price: ? 30 per long : ton CFR Genoa Total Value: ? 30,000 Packing: In 6-ply kraft-paper bags of about 110 lb. each Shipping Mark: At Sellers' option Insurance : To be covered by the Buyers Time of Shipment: In January, 2007, one lot or , in 2 installments Port of Shipment: Qingdao Port of Destination: Genoa Terms of Payment: By confirmed f irrevocable L/C at sight, in favor of the Sellers Done and signed in Qingdao on this 16th day of October, 2006. , (B) CONTRACT No. 06-15 Sellers : Cathay Export Corporation ( Beijing) Buyers: : Copenhagen Trading Company, Ltd. This Contract is made by and between the Buyers and the Sellers r whereby the Buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below: Commodity: Ladies' Pyjamas Art. No. 208 SpeciHcations: Colour: pink? blue and yellow : equally assorted. Sizes : S/3, M/ 6 , and L/3 , per dozen Quantity : 3, 000 dozen/sets , Unit Price: at ? 26. 00 per dozen/sets CIFC 2% Odense Total Value: ? 78,000.00 Packing: In cartons Shipping Mark: At Buyers' option Insurance: To be effected by the Sellers against All Risks and War Risk as : per the China Insurance Clauses of Jan. 1, 1981 for 110% of the , invoice value Time of Shipment: In October 2006, with transshipment at Copenhagen Port of Shipment: China ports Port of Destination: Odense, Denmark

Appendix Key to the Exercises and the Skill Drillings 29

Terms of Payment: By irrevocable sight L/C to be opened in Sellers' favour 30 days before the time of shipment Done and signed in Beijing on this 20th day of August, 2006. Skill Drilling (A) CONTR ACT

Sellers: China National Garment Export Corporation Buyers : Hamburg Garment Company This Contract is made by and between the Buyers and the Sellers? whereby the Buyers agree to buy and the Sellers agree to sell under-mentioned commodity according to the terms and conditions stipulated below: Commodity : Tiantan Brand Men's Shirts Specifications : PMC 9-71323 Blue, Yellow, White equally assorted, S/3 , M/6 and L/3 per dozen Quantity : 3 000 dozen Unit Price : At ? 47. 50 per dozen CIF Hamburg Total Value : ? 142 500 Packing : Half a dozen to a paper box, 10 dozen to a carton Insurance : To be covered by the sellers against All Risks and War Risk for 110% of the invoice value Time Of Shipment: September 2006, with , transshipment and partial shipments allowed Port of Shipment : China Port Port of Destination: Hamburg Shipping Mark: At Sellers' Option Terms Of Payment: By irrevocable L/C payable by draft at sight, to reach the sellers 30 days before shipment and remain valid for negotiation in China till the 15 day after the final date of shipment Done and signed in Beijing on this 3rd day of August, 2006 (B) CONTR ACT No. 116 Sellers: Beijing Garments Imp/Exp Corp. Buyers: London Trading Co. , Ltd. This Contract is made by and between the Buyers and the Sellers > whereby the Buyers agree to buy and the Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below:

No. 06/546

30 外 贸 英 语 函 电

Commodity

Size

Quantity (doz.)

Women's Nylon Small 15 Garments Women's Nylon Medium 16 US $ 120.00 US $ 1 920 Garments Women's Nylon Large 14 US $ 160.00 US S 2240 Garments Total Value: US $ 5 360. 00 Packing : In boxes of half dozen each and 10 dozen to a carton Shipping Mark: At Sellers' option Insurance: To be covered by the Sellers against All Risks and War Risk for 110% of the invoice value Time Of Shipment: In December allowing transshipment and partial shipments ( or During December with transshipment and partial shipments allowed) Port of Shipment: China port Port of Destination: London,U. K. Terms Of Payment: By D/P 60 days ( or By D/P at 60 days after sight)Done and signed in Beijing on this 28th day of November, 2005 Unit 9 Exercise I. Put the following Chinese into English 汇付 to remit ( remittance) 信用证 letter of credit ( L/C) 信汇 Mail Transfer ( M/T) Telegraphic 电 汇 Transfer ( T/T) 票汇 Demand Draft ( D/D) 预付款 down payment

Price (per Amoun doz.) CIF t London US S 80.00 US $ 1 200

托 收 collection 履约保证金 performance bond 托收行 remitting bank 代收行, 代收行 , 汇付行 collecting bank 运输单据 shipping documents 付 款交单 documents against payment ( D/P) 承 兑 交 单 documents against acceptance ( D/A) 跟单信用证 documentary credit 金额为...for an amount ( of) 金额为

Appendix Key to the Exercises and the Skill Drillings 31

由 … 付款 on account 做成空白抬头 made out to order of/for account of 空白背书 endorsed in blank 洁净已装船提单 Clean 承兑汇票 to honor drawing ( or: On Board Bill of Lading draft) 跟单托收 documentary collection II. Multiple choice 1. b 2. c 3. a 4. d 5. c 6. c 7. a 8. c 9. d 10. b 11. d 12. b 13. b 14. c 15. c III. Fill in the following blanks with the given words in their proper forms I. payment 2. charge 3. declines 4. pay 5. charges 6. decline 7. payment 8. decline 9 - pay 10. charged II. decline 12. charge IV. Put the following sentences into Chinese 1. 你方以付款交单方式付款的要求 , 我方 已予考虑 。 鉴于这笔交易 你方以付款交单方式付款的要求, 我方已予考虑 已予考虑。 金额甚微, 我们准备以此方式办理装运。 金额甚微 , 我们准备以此方式办理装运 。 2. 我们不知你方可否考虑接受我们提出的货到后凭单付款的支付方 式。 3. 我方订单 111 号的金额没有超过 1 000 英镑 , 请同意以 D/P 方式支 英镑, 因开立信用证会给我们带来许多花费。 付 , 因开立信用证会给我们带来许多花费 。 4. 银行划拨指买方在自己国内银行账户上将钱款转到卖方所在国的 卖方银行账户上。 卖方银行账户上 。 5. 汇票是债权人向债务人出具的书面命令 , 要求债务人在一定付款 汇票是债权人向债务人出具的书面命令, 日期向受款人或其指定人支付一定的金额。 日期向受款人或其指定人支付一定的金额 。 6. 我们建议用 30 天期承兑交单支付 。 请确认你方是否接受 。 天期承兑交单支付。 请确认你方是否接受。 7. 向你方开出的 、以 Mason 为受益人的 60 天期汇票 , 将由上海 Great 向你方开出的、 天期汇票, Oriental 银行向你方提示 , 请承兌 , 不胜感激 。 银行向你方提示, 请承兌, 不胜感激。 8. 我方 5 月 11 日向你开出的 7 月 1 日到期的汇票 , 昨天遭银行拒 日到期的汇票, 对此我们甚感惊讶。 付 。 对此我们甚感惊讶 。 9. 我们建议 , 这笔订单用票汇支付 。 一收到汇票我将立即组织第一 我们建议, 这笔订单用票汇支付。 艘便船装运。 艘便船装运 。 10.按要求 , 我们破例凭即期付款交单发货 , 但下不为例 。 按要求, 按要求 我们破例凭即期付款交单发货, 但下不为例。 11.请注意 , 我们已与你方就汇票支付地点达成一致 。 惠请在到期日 请注意, 请注意 我们已与你方就汇票支付地点达成一致。 予以承兑, 支付时通知我方。 予以承兑 , 支付时通知我方 。 12.支付凭保兑的 、 不可撤销的 、 可分割的 、 可转让的 、 无追索即期 支付凭保兑的、 支付凭保兑的 不可撤销的、 可分割的、 可转让的、 信用证。 信用证 。 V. Put the following sentences into English 1. We're considering your request for payment by D/P and will let you know our decision soon.

32 外 贸 英 语 函 电

2. According to the present situation, we can accept payment by D/P if the amount involved in the transaction does not exceed ? 1,000. 3. If you agree to payment by sight L/C, we can conclude the business. , 4. As it is well known, we can not accept payment by D/A, for which we feel very sorry. 5. We have to point out that all the charges prior to shipment shall be borne by the Buyers. 6. You'll run no risks in selling these goods? because they are best sellers. 7. In view of our long friendly relations, this time we'll exceptionally accept D/P at 60 days' sight. 8. We feel it necessary to make it clear that for future transactions payment should be made by sight L/C. 9 . If your L/C can reach us before the end of this month, we'll try our best to arrange shipment at the beginning of next month. 10. Please note the 1,000 Sewing Machines under S/G No. 122 are ready for shipment. Please rush L/G for us to make shipment. 11. Please see (to it) that the L/C stipulation will be in strict conformity with the contract terms. 12. According to the stipulation of S/G No. 211, the relative L/C should reach , us before Jan. 15th. VI. Supply the missing words in the blanks of the message I. payment 2. importer 3. foreign 4. contract 5. irrevocable 6. transaction 7. favor 8. shipment 9. check 10. documents II. negotiation 12. validity 13. amendment VII.Fill in the blanks with the following words and phrases I. payments 2. bills 3. issued 4. upon 5. credit 6. order 7. pay 8. negotiate 9. trade 10. importer II. delivery 12. incomplete VIII. Translate the following short letters into English (A) Dear Sirs, We have received your letter dated September 1. As already pointed out in our previous letter, we had made arrangements with our manufacturers to make delivery as punctually as possible in future. We shall see to it that your interest is well taken care of at all time.

Appendix Key to the Exercises and the Skill Drillings 33

Regarding the terms of payment, while we have every confidence in your integrity and ability, we wish to reiterate that our usual terms of payment by confirmed and irrevocable letter of credit remain unchanged in all ordinary cases. For the time being? therefore, we regret our inability to accept D/A terms in all transactions with our buyers abroad. For future shipments, however, we shall do our best to fulfil your orders within the time stipulated. If, by any chance, it is possible for us to do so, we , will effect shipment on a D/P basis in order to avoid putting you to so much trouble in the extension of letter of credit. We trust you will appreciate our cooperation. Yours faithfully* (B) Dear Sirs, We thank you for your order No. 990 for 50 metric tons of white cement but regret being unable to accept your terms of payment mentioned therein. In our last letter we sent you a copy of our specimen contract in which are contained the general sales terms and conditions. If you have gone through the specimen contract you will see that our usual terms of

34 外 贸 英 语 函 电

payment are by confirmed, irrevocable letter of credit in our favour, available by draft at sight* reaching us one month ahead of shipment, remaining valid for negotiation in China till the 21 st day after the prescribed time of shipment, and allowing transshipment and partial shipments. We also mentioned in our letter of 14 June that several big Italian firms had already done business with us according to above terms. We hope therefore that you will not hesitate to come to agreement with us on payment terms so as to get the first transaction concluded. As soon as we hear from you in the affirmative we will send you the contract, so that the goods can be ready for shipment as requested. We look forward to receiving your favorable reply soon. Yours faithfully* Skill DrillingC 略 )

Unit 10 Exercise I. Put the following Chinese into English 幵证人 ( 开证申请人 ) opener / applicant / for account of... 受益人 beneficiary / in favor of ... 开证行 opening bank / issuing bank 通知行 advising bank/ notifying bank 保兑 IT confirming bank 议付 IT negotiating bank 付款行 paying bank 偿付 IT reimbursing bank 审 证 to examine / to check a letter of credit 不 符 点 discrepancy

信用证) ( 信用证 ) 修改书 amendment 偿 付 条 款 reimbursement clause 进口许可证 import licence 有效期 validity time 毫无延迟 without delay 一收到… 一收到 …就 on receipt of 缔结条约 to conclude a treaty 达 成 交 易 to conclude business

Appendix Key to the Exercises and the Skill Drillings 35

II. Multiple choice 1. c 2. a 3. b 4. b 5. d 6. a 7. a 8. d 9. c 10. b 11. d 12. d 13. a 14. c 15. c III. Fill in the following blanks with the given proper forms 2. conclusion 3. I. cover words in their
4. conclude 9. conclusion
D

. coverage 10. handling

6. handle 7. covering 8. handled II. concluded 12. conclude / handling IV. Put the following sentences into Chinese 1. 请在第 123 号信用证的数量前加上 号信用证的数量前加上"about"— 词 。 — 2. 由于开往你港的 直达轮稀少 ,我们不得不常常在香港转船 。 由于开往你港的直达轮稀少 直达轮稀少, 们不得不常常在香港转船。 3. 经 审査 , 发 现信用 证金额不 足 。 请 将单价由 0.55 元 人民币 元人民币, 增至 0.60 元人民币 , 总金额增至 4. 请一定速将信用证修改书传至我处 , 因货物已备妥多时 。 请一定速将信用证修改书传至我处, 因货物已备妥多时。 5. 由于我们所订舱位的直达轮到迟了 , 请将第 4455 号信用证 由于我们所订舱位的直达轮到迟了, 的装期及有效期分别展至 6 月 30 日及 7 月 15 日 , 不胜感 激。 6. 信用证修改书必须于 11 月 15 日前送达 。 不然 , 信用证有效 日前送达。 不然, 期须延至年底。 期须延至年底 。 7. 你方 445 号信用证收悉 。 但我方审査时发现不许转船及分 号信用证收悉。 请立即修改。 运 , 请立即修改 。 8. 由于在 5/6 月期间没有从上海幵往你港的直达轮 , 请无论如 月期间没有从上海幵往你港的直达轮, 何删去" 由直达轮装运" 条款,并加上 " 允许分运及转船" 字 何删去 " 由直达轮装运 " 条款 ,并加上 允许分运及转船 " 样。 9. 由于港口拥挤 , 请将你方 1345 号信用证装期及有效期分别 由于港口拥挤, 展至 6 月 1 日及 6 月 15 日 。 10. 请修改 2345 号信用证如下 : 号信用证如下: a) 按合同 ,应是" 公吨 " 而不是 " 长吨 " ; 按合同,应是" 公吨" 而不是" 长吨" b) 最迟装运期为 9 月 30 日 , 且允许转船及分运 。 且允许转船及分运。 11. 关于你方 2347 号信用证 , 请电改 , 删去 " 银行费用由受益 号信用证, 请电改, 删去" 人承担" 条款。 人承担 " 条款 。 12. 你方 2334 号信用证金额少开了 520 美元 , 请根据合同加 美元, 上。 13. 我方销售确认书规定 , 此笔交易佣金为 3%,但我们发现你 我方销售确认书规定, 但我们发现你 方信用证要求 5%。 因此 , 请要求你方银行修改 。 。 因此, 请要求你方银行修改。



36 外 贸 英 语 函 电

14. 你方信用证 552 号项下的货物备妥已久 , 但改证通知尚 未 号项下的货物备妥已久, 但改证通知尚未 到达我方。 到达我方 。 现要求展期 15 天 。 V. Put the following sentences into English 1. We always adopt this kind of payment terms in our foreign trade. ( or: This mode of payment is commonly used in our foreign trade.) 2. This point has been stipulated in the contract. 3. It is necessary to check up the L/C with the contract. 4. Payment by an irrevocable Letter of Credit was agreed upon by both parties. 5. On request the shipment validity has been extended till the end of September. 6. Thank you for your Letter of Credit No. 111. But on checking, we find it contains the following discrepancies. 7. Please amend L/C No. 23 to read " This L/C will expire on 28 February, 2005 in China". 8. As the amount of your L/C is insufficient> please increase it by US $ 250 by fax. 9. Please amend the above L/C to read " Shipment from Dalian" instead of u Shipment from Qingdaow10. The goods should be insured for 110% of the invoice value, not 150% . 11. It appears that the quantity unit in your L/C No. 355 does not agree with the contracted terms. Please rush amendments. 12. It would be greatly appreciated if you could extend the shipment and validity of L/C No. 125 to October 15 and October 31 respectively. VI. Supply the missing words in the blanks of the message I. IRREVOCABLE 2. draw 3. ONLY 4. duplicate 5. accompanied 6. Lading 7. blank 8. Policies 9. Certificates 10. value II. commercial 12. Origin 13. effected 14. Partial 15. expires 16- negotiation 17. Drafts 18. accordance 19. honoured 20? subject VII.Read the following short passages or letters and then translate them into Chinese (A)

Appendix Key to the Exercises and the Skill Drillings 37

敬启者: 敬启者 : 号信用证收悉, 谢谢。 你方 789 号信用证收悉 , 谢谢 。 经核对条款, 经核对条款 , 我们遗憾地发现你方信用证要求 2005 年 10 月装 月装运。 因此, 运 , 而我们的合同规定 11 月装运 。 因此 , 务请把装运期和议 付期分别展至 2005 年 11 月 30 日和 12 月 15 日 。 请即办理展证 事宜, 并尽早电复。 事宜 , 并尽早电复 。 X X X 谨 上 (B) 敬启者敬启者 你方有关 123 号订单项下花生的 3455 号信用证计 6 000 美 元收到, 谢谢。 元收到 , 谢谢 。 信 用证 金额显 然不 足 。 你方订 单正 确成 本加保 险 、 运费总 美元, 美元, 美元。 额应是 6 500 美元 , 不是 6 000 美元 , 相差 500 美元 。 有鉴于此, 有鉴于此 , 请将你方信用证 美元。 金额增加 500 美元 。 请迅速 办理此事为荷 为荷。 办理此事 为荷 。 X X X 谨 上 (C) 敬启者: 敬启者 : 号信用证已收到。 由新南威尔士银行开出的 3524 号信用证已收到 。 经审査发现 不允许分运和转船。 因驶往你港的直达轮稀少, 不允许分运和转船 。 因驶往你港的直达轮稀少 , 我们不得不 经常安排在香港转船。 至于分运, 经常安排在香港转船 。 至于分运 , 我们可以备好多少货发运 多少, 而不必等候整批货备齐再发, 这对双方都有好处。 多少 , 而不必等候整批货备齐再发 , 这对双方都有好处 。 故此今天下午已给你去电要求修改信用 证 ,改为" 允许分运及转船" 。 望务必电改 改为" 允许分运及转船 " 无误。 无误 。 X X X

38 外 贸 英 语 函 电

谨 上 VIII. Check the following letters of credit with the contract terms given and then write letters asking for amendments (A) Dear Sirs, L/C No. LST 150 We have received the above mentioned L/C against our Contract No. 245B. After checking the L/C carefully, we have found a number of discrepancies and would request you to make the following amendments: 1. The place of expiry should be China instead of London; 2. The correct name of the applicant is " London Food Imp Co. , Ltd. ", not " London Imp Co. , Ltd."; , ; 3. The unit price should be ? 2>200 per m/1 instead of ? 2,000 and the total amount both in figure and in words should respectively be " ? 11, 000 " and "( SAY POUNDS STERLING ELEVEN THOUSAND ONLY)" instead of " ? 10, 000" and " ( SAY POUNDS STERLING TEN THOUSAND ONLY)"; ; 4. Amend the clause " Partial shipments and transshipment are prohibited" to read " Partial shipments are allowed, transshipment is prohibited "; ; 5. Amend " 90% of the invoice value" to read " full invoice value"; 6. The contracted goods are " Frozen Shrimps"? not " Fresh Shrimps". We hope you will send us your amendment advice without any delay so as to enable us to effect shipment in time. Yours faithfull y, (B) Dear Sirs, While we thank you for your L/C No. 6785, we have to ask you to amend it as some discrepancies are found as follows : 1. The quantity should be 5 , 000 , not 6 , 000 ; 2. The article number should be 6103 instead of 6301 ; 3. The insurance is to be covered for 110% of the invoice value instead of 150% ; 4. This credit must be negotiated in China, not in Germany.

Appendix Key to the Exercises and the Skill Drillings 39

Please adjust the credit immediately so that we can make arrangement to ship the goods in time. Yours faithfull y, (C) Dear Sirs, , L/C No. HSW 0095 We wish to acknowledge receipt of the captioned L/C covering your order for bed sheets and pillow cases and must point out that the L/C contains a number of discrepancies. Therefore? you are requested to make the following amendments: 1. Increase the unit price for 1500 bed sheets, 120cm, primrose, from ? 2. 50 to ? 3. 00 and total amount to ? 19,050 ( SAY POUNDS STERLING NINETEEN THOUSAND AND FIFTY ONLY); 2. The unit price for pillow cases of both colors should be " per pair" instead of u each"; 3. Transshipment clause should be amended to " allowed at Hong Kong99 ; 4. Shipment should be " latest August 31 , 2006,, instead of" ,, w August 31 , 2005 ; 5. Delete " less 2% commission" after the clause in relation to the draft. Your early attention to this matter will be highly appreciated. Yours faithfull y? Skill Drilling 1. Reading 参考译文 (1) 号信用证收悉, 谢谢。 你方 789 号信用证收悉 , 谢谢 。 经核对条款, 月装运, 经核对条款 , 我们遗憾地发现你方信用证要求 10 月装运 , 而 月装运。 因此, 我方合同规定 11 月装运 。 因此 , 务请把装运期和议付期分别 请即办理展证事宜, 展至 11 月 30 日和 12 月 15 日 。 请即办理展证事宜 , 并尽早电 复。 (2)

40 外 贸 英 语 函 电

美元收到, 你方有关 123 号订单项下花生的信用证计 6 000 美元收到 , 谢谢。 谢谢 。 信用证金额显然不足。 你方订单正确成本加保险、 信用证金额显然不足 。 你方订单正确成本加保险 、 运费总 美元, 美元, 额应是 6 500 美元 , 不是 6 000 美元 , 美元。 有鉴于此, 相差 500 美元 。 有鉴于此 , 请将你方信 美元。 用证金额增加 500 美元 。 请迅速办理 此事为荷。 此事为荷 。 (3) 由新南威尔士银行开出的信用证 号已收到。 由新南威尔士 银行开出的信用证 3524 号已收到 。 经审査发现 不允许分运和转船。 因驶往你港的直达轮稀少, 不允许分运和转船 。 因驶往你港的直达轮稀少 , 我不得不经 常安排在香港转船。 至于分运, 常安排在香港转船 。 至于分运 , 我们可以备好多少货发运多 而不必等候整批货备齐再发, 这对双方都有好处。 少 , 而不必等候整批货备齐再发 , 这对双方都有好处 。 故此今天下午已给你去电要求修改信用证,改为" 故此今天下午已给你去电要求修改信用证 ,改为" 允许分运 及转船" 及转船 " 。 望务必电改无误。 望务必电改无误 。 2.要求修改信用证的信函 要求修改信用证的信函 (1) Dear Sirs, Thank you for your L/C No. 97425, but we regret to say that we have found some discrepancies. Please amend the L/C as follows: 1) " US $ 10 000 ( SAY US DOLLARS TEN THOUSAND ONLY) " should read " ? 10 000 ( SAY POUNDS STERLING TEN THOUSAND ONLY)". 2 ) " Freight to collect" should read " Freight Prepaid,, ,,. ,, 3) " Shipment from China port to Manchester* England" should read " Shipment from China to Liverpool , England ". 4) " Partial shipments are allowed. Transshipment is prohibited" should read " Partial shipments are prohibited. Transshipment is allowed99. 5 ) " This credit expires on July 31? 20 ― ,, should read " This credit expires on August 15 , 20 ―,', We are awaiting your ,, early fax amendments. Yours truly, (signed ) (2) Dear Sirs: While we thank you for your L/C No. 112235 , we regret to say that we have found some discrepancies. You are, therefore? requested to make the following amendments:

Appendix Key to the Exercises and the Skill Drillings 41

1. The amount both in figures and in words should respectively read " GBP 14 550. 00" ( Say Pounds Sterling Fourteen Thousand Five Hundred And Fifty Only); ; 2. " From Copenhagen to China port" should read " from China port to Copenhagen"; ; 3. The Bill of Lading should be marked " Freight Prepaid" instead of " Freight Collectedw ; 4. Delete the clause " Partial shipments and transshipment prohibited"; ; 5. " This L/C is valid at our counter" should be amended to read " This L/C is valid at your counter". Please confirm the amendments by fax as soon as possible. Yours faithfully? (signed ) Unit 11 Exercise I. Put the following Chinese 联 fe 提单 Combined Transport into English B/L 包装装漠 packing and 管道, 管道 , 管线 pipeline presentation 大宗商品; 大宗商品 ; 散装货 bulk 把 … 看作 to regard as products 装 fe 通知 shipping advice 空 fe air freight 分 … 批 ( 装 fe) in... ( 港 口 ) 吞吐量 handling installments capacity 集装箱 container 货物) ( 货物 ) 备妥待运 to be ready 标题货物 captioned for shipment goods/subject goods 交货 make delivery 班轮 liner 提货 take delivery 不定期货轮 tramp 直达轮 direct vessel ( 航 班 ) 稀少 few and far between II. Multiple choice 1. c 2. a 3. c 4. b 5. a 6. d 7. b 8. d 9. c 10. a 11. b 12. d III. Fill in the following blanks with the given words in their proper forms 3. delivery 8. 5. subject 4. delivery 10. shipment shipping 9. shipment

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1. 很高兴告诉你方 , 100 台缝纫机已于今日装红环轮 。 相信该批货会 很高兴告诉你方, 台缝纫机已于今日装红环轮。 顺利到达你方且情况良好。 顺利到达你方且情况良好 。 2. 按合同规定 , 我们在货物装运后马上空邮给你寄去整套副本单 按合同规定, 据。 3. 请立即着手交货, 务必不可再延误。 请立即着手交货 , 务必不可再延误 。 4. 兹通知你方 , 售货合同 456 号项下的货物巳于 7 月 8 日装云南轮 , 兹通知你方, 日装云南轮, 经哥本哈根转船, 月初可达你港。 经哥本哈根转船 , 预计 9 月初可达你港 。 5. 关于售货合同 9889 号项下的货物 , 我们已在东风轮上订舱 , 该轮 号项下的货物, 我们已在东风轮上订舱, 5 月 20 日左右到达伦敦 。 请与我船运代理伦敦 Lambert Bros.公司联 日左右到达伦敦。 公司联 系装运事宜。 系装运事宜 。 6. 如能尽快装运 , 我们将不胜感激 , 以便我方买主能赶上销售季节 如能尽快装运, 我们将不胜感激, 开始时的活跃需求 需求。 开始时的活跃 需求 。 7. 我们想了解一下运输时间 、 航班次数及是否预留舱位 。 我们想了解一下运输时间、 航班次数及是否预留舱位。 8. 从供应商处我们得知 , 由于气候恶劣 ,你方 223 号订单项下的货物 从供应商处我们得知, 由于气候恶劣, 可能难以由东风轮及时运达, 号驶离此港。 可能难以由东风轮及时运达 , 该轮原定于 6 号驶离此港 。 9. 如前信所述 , 虽订做的西服不可能在 3 个月的时间内发运 , 我们 如前信所述, 个月的时间内发运, 仍愿帮忙优先考虑你方订单。 仍愿帮忙优先考虑你方订单 。 10. 很高兴告知, 你方 9 月 30 日 112 号订单项下的货物已于今日装风 很高兴告知 , 庆轮。 日驶往新加坡。 庆轮 。 该轮定于 10 月 2 日驶往新加坡 。 11. 有必要强调一下 , 必须在规定的时间内装运 , 进一步展证将不予 有必要强调一下, 必须在规定的时间内装运, 考虑。 考虑 。 V. Put the following sentences into English 1. Transportation plays a very important role in Foreign Trade. 2. We are used to buying products from stores. 3 - Which transportation mode should be used depends on time and cost. 4. Since liberation most import goods have been shipped by sea. 5. Our manager said we would consider it. 6. So far there have been over 100 free ports in the world. 7. A truck can carry goods directly to the market though it can't carry too much at a time. 8. We hope you will arrange early shipment. 9. According to the terms of the contract the shipment is to be effected by 20 May and we must have the B/L by the 30th at the latest. 10. As the goods are to be transshipped at Hong Kong, we shall require through B/L.

Appendix Key to the Exercises and the Skill Drillings 43

11. As for air waybill? it will be sent to you as soon as the consignment is ready for dispatch by Air China. 12. We have to advise you that we are unable to dispatch your order in full owing to a great shortage of shipping space. VI. Look up the following words and expressions in a dictionary and then write down the Chinese meaning of them shipping advice 装运通知 shipping instructions 装 fe 须知 shipping mark 船暖 shipping space 船位 shipping agents 船运 shipping documents 装运 代理 freight rate 运 单据 费费率 voyage freight charges 运费 charter 程禾 且船 程禾且船 freight ton 运费吨 time charter 期禾且 tramp 不定期租船 船 dispatch money demurrage 滞期费 速遣费 tonnage 吨 bulk cargo 大宗货物 位 lay days 受载日期 , 装 受载日期, bonded warehouse 卸期间 保 税 仓 库 customs delivery order 提 货 单 , declaration 报关 提货通知书 VII. Read the following short passages or letters and then translate them into Chinese (A) 运输 运输 促进贸易 。 货物 从销售国某地运 往购买国某地 , 运输帮助 促 成了交易, 也是进出口贸易业务环节中不可或缺的环节。 成了交易 , 也是进出口贸易业务环节中不可或缺的环节 。 运输 方式各有不同 , 陆地接壤的国家 可采用 陆地运输 , 使用公 路 或铁路。 当目的地位于大陆深处时, 就需要采用其他方式了。 或铁路 。 当目的地位于大陆深处时 , 就需要采用其他方式了 。 空运可 以用来发送货物到国外遥远的地方, 但由于竞争激烈, 以用来发送货物到国外遥远的地方 , 但由于竞争激烈 , 其昂贵的费用 降低了成交的成功率。 在这方面, 海运无疑是最经济的手段, 降低了成交的成功率 。 在这方面 , 海运无疑是最经济的手段 , 尤其是 大宗商品的交易。 大宗商品的交易 。 这就是为什么当今世界贸易总量的大约 98%的运输 的运输 都是由海运完成的。 都是由海运完成的 。 (B) 装运单据 提单 、 商业发票 、 保险 单 ( 或凭证 )、 装 箱单 、 花码单等 一般都 称为装运单据 。 前三种是主要的 , 但根据买主的要求有时也包括其 他单据 。 这些单据往往与对进口商品的征税有关 。 如领事发票 ( 一种 进口国驻出口国领事出具的证明)、 产地证书 价值证书等。 )、产地证 进口国驻出口国领事出具的证明 )、 产地证 书 、 价值证书等 。 有时需

44 外 贸 英 语 函 电

要这些单据是因为根据各种国际协议,特别是英联邦内部的一些协 某些国家可享有较低的进口关税。 当要求征收较低的关税时 , 议 , 某些国家可享有较低的进口关税 。 当要求征收较低的关税时, 有 关国家的海关人员会要求申报货物的价值,要求证明是出口国制造 这种价值证书和产地证书常常由出口方经商会担保而出具。 等 。 这种价值证书和产地证书常常由出口方经商会担保而出具 。 如果 这种证明是领事出具的, 则称为领事发票。 这种证明是领事出具的 , 则称为领事发票 。 VIII. Translate the following letters into English (A) Dear Sirs, Re: Information on Container Service Thank you for your inquiry of March 21. The shipping containers we provide are of two sizes, namely 10 ft and 20 ft respectively. They can be opened at both ends, thus making it possible to load and unload at the same time. For carrying goods liable to be spoiled by damp or water they have the great advantage of being both water-tight and air-tight. Containers can be loaded and locked at the factory, if necessary. Pilferage is therefore impossible. Being temperature-controlled? our containers are provided for any cargo that needs special care. This offers its full benefit in shipping. There is also a saving on freight charges* when separate consignments intended for the same port of destination are carried in one container, and an additional saving on insurance because of lower premium charges for containershipped goods. We enclose a copy of our tariff and look forward to receiving your instructions. Yours faithfully, (B) Dear Sirs, We have received your letter of October 1 , asking us to modify the previous arrangements for the shipment of the captioned goods. We understand that instead of two equal shipments in January and February next year, you now wish to have 80% of the goods shipped in November and the balance in December this year. In reply, we wish to inform you that although we are in a position to supply you with the goods against the above order from stock, we are advised by the shipping company that because direct vessels, weather liner or tramp? sailing for your port are few and far between* the shipping space has been fully booked up to the end of November. In the circumstances? we regret being unable to meet your request.

Appendix Key to the Exercises and the Skill Drillings 45

However* if you would allow transshipment at Hong Kong we would do our best to make further contacts with the shipping company for the shipment of the first lot of the goods in November. In this case , you must bear the additional charges. In spite of this, we wonder if the goods in question will reach you earlier than the originally scheduled time. Please take the above into consideration and let us know your decision as early as possible. Yours faithfully, Skill Drilling Dear Sirs, We have a consignment of tape recorders now waiting to be shipped to Messrs Clements & Co. , of Kuala Lumpur. Will you please arrange for the consignment to be collected from the above address and arrange shipment to Singapore by the first possible sailing. The recorders are packed in three cases and the enclosed copy of the invoice shows quantities and total value of ? 1 800. When the goods are shipped, please send the original bill of lading and one copy to us, together with the certificate or policy of insurance and any other , necessary documents. Yours faithfully* Unit 12 Exercise I. Put the following Chinese into English 提单 bill of lading ( B/L) 背书 endorsement 空白抬头, 空白抬头 , 凭指定 to order 空白背书 endorsed in blank 运费预付, 运费预付 , 运费已付 Freight Prepaid 运费下付, 运费下付 , 运费到付 Freight Collect 发货人 consignorC = shipper) 收货人 consignee 已装船提单 on board B/L 备 fe 提单 received-forshipment B/L II. Multiple choice

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清洁提单 clean B/L 不清洁提 单 foul B/L 不良批注 unclean notation 记名提单 straight B/L 不记名提单 bearer B/L 指示提 单 order B/L 直达提单 direct 1. d 2. c 3. a 4. d 5. d 6. d 7.

B/L 联运提单 through B/L 过期 提单 stale B/L

8. b 9. b 10.

11. c 12. d

III. Fill in the following blanks with the given words in their proper forms I. demand 2. effect 3. supply 4. effective 5. supply 6. demand 7. effect 8. effect 9. demand 10. supply II. demand 12. supply IV. Put the following sentences into Chinese 1. 运费是根据货物的体积和重量 , 有时也根据货物的价值来计算 运费是根据货物的体积和重量, 的。 2. 提单是船主出具的证明 , 详细说明货物的 情况 。 提单是船主出具的证明, 详细说明货物的情况 情况。 3. 提单也是正式收据 , 证明收到提单上所列的货物 。 提单也是正式收据, 证明收到提单上所列的货物。 4. 提单上会有多条条款表述船东与发货人的权利与义务 。 提单上会有多条条款表述船东与发货人的权利与义务。 5. 相关货物到达目的港前 , 提单可转让 , 也可用作抵押品向银行贷 相关货物到达目的港前, 提单可转让, 款。 6. 提单 、 商业发票 、 保险单 ( 或保险凭证 ) 常被称作主要装运单 提单、 商业发票、 保险单( 或保险凭证) 据。 7. 船东出具了清洁提单 , 就意味着他承担了对所装运货物的全部法 船东出具了清洁提单, 律责任及履行合同的义务。 律责任及履行合同的义务 。 8. 上面标有 " 空白抬头 " 或 " 凭 … 指示 " 的提单 , 可以背书转让 。 上面标有" 空白抬头" 指示" 的提单, 可以背书转让。 9. 在货物按期到达目的港后才呈交给收货人的提单被称为过期提 单。 10. 集装箱在国际航运中起着越来越重要的作用 , 集装箱提单 ( 多式 集装箱在国际航运中起着越来越重要的作用, 集装箱提单( 联运提单) 正在被更加普遍地使用 联运提单 ) 正在被更加普遍地使 用 。 11. 如果提单上注明货物 " 外表状态良好 " , 那么货损一定是在船上运 如果提单上注明货物" 外表状态良好" 输期间产生的。 输期间产生的 。 12. 作为售 货证明 , 提单上 记载了装船货物的 数量 、 状态 、 船 名 、 装 运港、 目的港、 运港 、 目的港 、 具体日期及其他 倍息 o V. Put the following sentences into English 1. Marine bills of lading are used primarily in international sales of goods where the carriage of goods is by sea.

Appendix Key to the Exercises and the Skill Drillings 47

2. We are glad to inform you that the goods you ordered are ready for shipment. Please let us have your instructions for shipping marks and dispatch. 3. Please book the necessary shipping space in advance to ensure timely dispatch of the goods ordered. 4. As our users are in urgent need of the consignments please get the goods dispatched within the stipulated time. 5. As the market is sluggish t please postpone the shipment of our ordered goods to March. 6. Owing to the delay in opening the relative L/C, shipment cannot be made , in May as contracted and should be postponed until June. 7. Enclosed please find one set of the shipping documents covering this consignment* which comprises the commercial invoice, bill of lading, packing list, certificate of origin and insurance certificate. , 8. The Commercial Invoice and Insurance Policy, together with clean on board ocean Bill of Lading have been sent through the National Bank. 9. In compliance with the terms of the contract, a full set of duplicate ( or: n/n ) documents were airmailed to you immediately after the goods were shipped. 10. Straight bills of lading are not negotiable and cannot be transferred to third parties. 11. It is important that the bill of lading is available at the port of destination before the goods arrive or at the same time. 12. To protect himself* the ship-owner should ensure that the exact condition is stated on the bills. VI. Fill in the blanks with the following words and phrases 1. software 2. bill of lading 3. documents 4. electronic delivery title 6. process 7. approach 8. cycle 9. eliminates 10. reduces VII.Match the words or phrases in column A with the definitions in column B l . h 2. c 3. i 4 . f 5. k 6. e 7. a 8. d 9. b 10. m 11. j 12. o 13. n 14.1 15. g VIII. Translate the following letters into English The information set forth in a bill of lading may include: ( 1 ) the parties concerned; ( 2 ) description of the goods being shipped, such as name of the goodst weight and measurement? number of packages and marks> etc. ; ( 3 ) the apparent condition of the goods and/or packages; ( 4 ) ports of loading and discharge* carrying vessel's name and voyage number; ( 5 ) time of payment 5.

48 外 贸 英 语 函 电

regarding freight; ( 6 ) number of originals of B/L? place of issuance and date; and ( 7 ) the signature of the issuer. Some other terms and conditions may also appear on the front or back of the bill of lading to meet different requirements. Skill Drilling BILL OF LADING ( ORIGINAL ) DIRECT OR WITH TRANSSHIPMENT Shipper: CHINA NATIONAL TEXTILES IMP. & EXP. CORP. SHANGHAI GARMENTS BRANCH Consignee: ROEBUCK & CO. , U . S . A . or assigns. Notify: ARTHUR J. FRITZ & CO., , 2241 EAST GRAND AVE., EL. , SEGUNDO, CA. 90245, USA. ATTN: MR J. JACOBSEN/MR GREG SHILL Vessel: HAIXING ANGELES Nationality: THE PEOPLE'S REPUBLIC OF CHINA freight payable at: Particulars furnished by the Shipper Gross Marks and Numbers No. of Packages Weigh Description of Goods t SHIRTS (kgs) 577 CARTONS 10 511 Measure ment 88.858 Voy:V. 2 S/O No. B/L No. Port of Loading: SHANGHAI Port of Discharge: LOS

No. 271

Appendix Key to the Exercises and the Skill Drillings 49

Total Packages ( in words) : SAY FIVE HUNDRED SEVENTY SEVEN CARTONS ONLY Shipped on board the vessel named above in apparent good order and condition ( unless otherwise indicated) the goods or packages specified herein and to the discharge at the above mentioned port of discharge or as near thereto as the vessel may safely get and be always afloat. The weight* measure, marks, numbers? quality* contents and value? being particulars furnished by the sellers, are not to check by the Carrier on loading. The Shipperr Consignee and the Holder of this Bill of Lading hereby expressly accept and agree to all printedt written or stamped provisions, exceptions and conditions of this Bill of Lading* including those on the back hereof. In witness whereof, the Carrier or his Agents has signed Bill of and Lading all of this tenor and date, one of which being : accomplished , the others to stand void. Shippers are requested to note particularly the exceptions and conditions of this Bill of Lading with reference to the validity of the insurance upon their goods. Date: Dec. 30,2002 at SHANGHAI For the Master See Clauses on the Back Freight Charges

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Unit 13 Exercise I. Put the following Chinese into English 发票金额 invoice value 投保 to cover insurance ( to effect People's Insurance insurance) 险别 coverage 保险费 中国人民保险公司 PICC ( premium Company of China) 海 洋 运 输 保险人 insurer ( underwriter, insurance 货 物 保 险 条 款 Ocean Marine broker) 保险公司 insurance company Cargo Clauses ( 伦敦保险协会 ) 伦敦保险协会) 投保人 the insured 保险金额 协会货物条款 Institute Cargo insurance amount 保险单 insurance Clauses ( ICC ) 平安险 FPA ( Free policy 保险凭证 insurance certificate from Particular Average) 水渍险 风险 risks WPA ( With Particular Average) 综合 仓至仓条款 warehouse to warehouse 如果; 险 All Risks 如果 ; 万 ~' in case of clause II. Multiple choice 1. b 2. d 3. a 4. b 5. c 6. d 7. b 8. d 9. c 10. c 11. a 12. d III. Fill in the following blanks with the given words in their 5. proper forms I. assure 2. satisfactory 3. Insurance 4. assure satisfactio 6. assure 7. insured 8. assure, satisfied 9. insure I I . insure 12. satisfied IV. Put the following sentences into Chinese 1. 请按 110%的发票金额为这些货物投保一切险及战争险 。 的发票金额为这些货物投保一切险及战争险。 的发票金额为这些货物投保一切险及战争险 2. 如果要求我方投保特殊险别 , 则必须支付额外保险费 。 如果要求我方投保特殊险别, 则必须支付额外保险费。 3. 按惯例 , 投保使用的货币币制应与信用证使用的相一致 。 按惯例, 投保使用的货币币制应与信用证使用的相一致。 4. 一收到你方借记通知 , 额外保险费当立即退还 。 一收到你方借记通知, 额外保险费当立即退还。 5. 我们已向中国人民 保险公司为货物投保了 5 000 美金的一切险 。 我们已向中国人民保险公司为货物投保了 美金的一切险。 订货, 由你方投保, 6. 既然我们是按 CIF 订货 , 由你方投保 , 请你方向承保人索取保险赔 偿。 7. 投保人应立即向承保人或其代理人提出索赔 。 这样一来 , 后者就 投保人应立即向承保人或其代理人提出索赔。 这样一来, 有充裕的时间向有关方面进行追索。 有充裕的时间向有关方面进行追索 。 8. 如你方与保险公司签有预约保险单 , 我们不反对你方在当地投 如你方与保险公司签有预约保险单, 这样, 我们一发运货物就会告知你方装运细节。 保 。 这样 , 我们一发运货物就会告知你方装运细节 。 9. 买方对保险起止范围延伸至内陆城市的要求可以接受 , 条件是额 买方对保险起止范围延伸至内陆城市的要求可以接受, 外保险费须由买方支付。 外保险费须由买方支付 。

Appendix Key to the Exercises and the Skill Drillings 51

10. 我 们不 能接 受你方 信用 证保 险条款 要求 的用 美元出 具保 险凭 证 , 因为信用证是以港币开出的。 因为信用证是以港币开出的 。 11. 我们想投保水渍险 , 包括仓至仓条款 , 有效期 为 60 天 。 我们想投保水渍险, 包括仓至仓条款, 有效期为 12. 我保险公司是一家享有盛誉的国营企业 , 理赔公平 、 及时 。 特建 我保险公司是一家享有盛誉的国营企业, 理赔公平、 及时。 价格成交, 由我方投保。 议以 CIF 价格成交 , 由我方投保 。 V. Put the following sentences into English 1. For all the transactions on the basis of FOB terms, insurance should be covered by Buyers. 2. In order not to sustain any losses because of delay shipment* we request sellers to mark the penalty clauses in the contract. 3. Premium is to be charged according to the coverage involved. 4. Our foreign trade companies usually adopted CIF,CFR and FOB terms. , 5. Sellers are to effect insurance against All Risks and War Risk for 110% of the invoice value. 6. If you want the insurance covered for 130% of the invoice value, the extra premium should be borne by you. ( or for your account) 7. Please insure the goods ( against) WPA. and indicate the premium. 8. Please cover insurance at our request and inform us of the shipping advice. 9. As our order was placed on GIF basis, the insurance is to be arranged by you. 10. We usually insure with the People's Insurance Company of China for the goods sold on GIF basis. 11. We are sorry to learn that your goods were badly damaged during transit and the insurance company will compensate you for the losses according to the coverage arranged. 12. Should any damage be incurred you may approach the insurance agents at your end and submit an insurance claim supported by a survey report. VI. Supply the missing words in the blanks of the message I. policy 2. insurer 3. insured 4. premium 5. insurance 6. state-owned 7. agents 8. covered 9. effect 10. invoice II. account VII.Read the following short passages or letters and then translate them into Chinese (A) 为出口商品旅途的风险投保已成惯例 。 在国际贸易中 , 货物由卖 方送达买方一般要经过长距离的空运、陆运或海运,其间还有装 卸 、 储存的过程 。 在这一过程中 , 货物很可能会遭遇各种风险 , 有

52 外 贸 英 语 函 电

时会受损。为了使货物免遭各种风险可能带来的损失,在运输前买 方或卖方往往会向保险公司申请为这些运输途中的货物投保。 方或卖方往往会向保险公司申请为这些运输途中的货物投保 。 (B) 保险单是一种正式单据 , 证明承保人接受在一特定旅途中为所运 货物保险。保险单也是承保人与投保人之间的正式合同,上面注明 投保人姓名、商品、运输、投保险别范围、保险金额、有关双方的 权利与义务等详细条款。 权利与义务等详细条款 。 一旦投保的货物丢失或受损 , 保险单也可作为投保人索赔和承保 人理赔的依据。 此外, 条款达成的以信用证支付的交易, 人理赔的依据 。 此外 , 对于按 CIF 条款达成的以信用证支付的交易 , 保险单也是到银行议付必不可少的装运单据。 保险单也是到银行议付必不可少的装运单据 。 (C) 敬启者敬启者 5 月 18 日函悉 。 按要求我方已于今晨发去传真 , 报 CFR 盘 100 公 日函悉。 按要求我方已于今晨发去传真, 吨羊毛。 吨羊毛 。 关于中国人民保险公司经营的险别范围, 如客户无明确指示, 关于中国人民保险公司经营的险别范围 , 如客户无明确指示 , 我 们通常按发票金额的 110%投 投 保水渍险和战争险。也可安排一切险,保险费稍高一点。如客户有 也可安排其他险别, 要 求 , 也可安排其他险别 ,但额 外保险费应由买方负担。 外保险费应由买方负担 。 希望上述信息能满足你方要求。 希望上述信息能满足你方要求 。 X X X 谨 上 VIII. Translate the following letters into English (A) Dear Sirs, Re: Our Order No. 101 Covering 50 Computers We wish to refer you to our order No. 101 for 50 computers f from which you will see that this order was placed on a CFR basis. As we now desire to have the shipment insured at your end, we shall be , much pleased if you kindly arrange to insure the goods on our behalf against All Risks for 110% of the invoice value. We shall of course refund the premium to you on receipt of your debit note or, if you like? you may draw on us at sight for the amount. Yours faithfully > (B) Dear Sir?

Appendix Key to the Exercises and the Skill Drillings 53

Re: Our Order No. 101 Covering 50 Computers We thank you for your letter of September 30, requesting us to effect , insurance on the captioned shipment for your account. We are pleased to confirm having covered the above shipment with the People's Insurance Co. of China against All Risks for % 25,000. The policy will be sent to you in a day or two together with our debit note for the premium. For your information* this parcel will be shipped on S. S. " Dongfeng", sailing on or about the 10th next month. Yours faithfully, Skill Drilling 1. We are pleased to inform you that regarding your S/C No. 123 for 300 cases of toys, we have opened through the Bank of China, London, Confirmed, Irrevocable Letter of Credit No. 973 for ? 1 800 valid till May 15. Please see to it that the above-mentioned goods are shipped before May 15 and that the shipment is to be covered for 130% of the invoice value against All Risks. We know that according to your usual practice, you insure the goods only for 10% above the invoice value? therefore the extra premium will be for our account. We trust you will arrange accordingly and look forward to receiving your shipping advice soon. 2. When the S. S. " Happy Prince" arrived at Port-of-Spain yesterday the ship's agents noticed that case No. 14 was damagedf and notified us accordingly. We immediately had the case opened and the contents examined by a local insurance surveyor in the presence of the ship's agents. The case was invoiced as containing four u Scope" computers, two of which were badly damaged. We enclose the surveyor's report and the ship's agents* statement. As our order was placed on a GIF basis and you covered the insurance, we should be grateful if you would take the matter up for us with the insurers.

54 外 贸 英 语 函 电

Two replacement computers will be required. Please arrange to supply these and charge to our account. We hope no difficulty will arise in connection with the insurance claim and thank you in advance for your trouble on our behalf. Unit 14 Exercise I. Put the following Chinese into English 用 … 包装 to be packed in 包装; 包装 ; 包装容器 package 尺寸 dimension ( = measurement) 毛重 gross ( weight) 净重 net ( weight) 皮重 tare ( weight) 适航的 seaworthy 托盘 pallet 集装箱 container 散装 in bulk 野蛮 装卸 rough handling … 的 一部分 to be part of 以 … 方法( 或方式) 方法 ( 或方式 ) in a manner 国夕卜市场 external market 对 … 有吸引力 to appeal to 弓 I 人注意 to catch one's eye 提供信息 to provide information about 提 供 捆 bale ( = bundle) 方 罐 , 听 can ( = tin) 便 to II. Multiple choice provi 1. b 2. d 3. a 4. b 5. c 6. d 7. c 8. a 9. c 10. d 11. a 12. b de III. Fill in the following blanks with the given words in their proper forms conv 塑料袋 poly-bag enience 纸箱 carton
3. favour 8. interest 4. interests 9 . advantages 5. advantages disadvantages 13 - favourable

1. interest 2. advantage 6. interest 7. favour 10. interest 11. favour 14. disadvantage

12. advantage ( or interest)

IV. Put the following sentences into Chinese 1. 我们的旅行剪刀用防水纸衬里的纸箱包装 , 每箱装 100 盒 , 每盒装 我们的旅行剪刀用防水纸衬里的纸箱包装, 1 打。 2. 我们可以满足你方包装的特殊要求 , 但是额外费用须由你方承 我们可以满足你方包装的特殊要求, 担。 3. 所有的出口自行车均在港口用结实的防水材料包装后再装入轻质 板条箱。 板条箱 。 4. 我方衬衫用塑料衬里的防水纸箱包装 , 再以金属条加固 。 我方衬衫用塑料衬里的防水纸箱包装, 再以金属条加固。

Appendix Key to the Exercises and the Skill Drillings 55

5. 当你方订购的 各种产品完全入库后 , 我们将按适合运输的尺寸打 当你方订购的各种产品完全入库后 各种产品完全入库后, 捆。 6. 我方男式衬衫将用塑料袋包装 , 5 打装 1 纸箱 , 外用 2 条铁条加 我方男式衬衫将用塑料袋包装, 纸箱, 固。 7. 由于所有货物可能都要经过全面的海关检査 , 包装应该用开箱后 由于所有货物可能都要经过全面的海关检査, 容易还原的箱子。 容易还原的箱子 。 8. 集装箱广泛用于国际贸易 , 因此你不必担心它们适于海运的性 集装箱广泛用于国际贸易, 能。 9. 我们的纸箱很结实 , 经受得起运输途中的野蛮装卸 。 我们的纸箱很结实, 经受得起运输途中的野蛮装卸。 10. 务请将我们 TN220 号合同项下的茶叶用国际标准的茶叶箱包装 , 号合同项下的茶叶用国际标准的茶叶箱包装, 24 箱 装 1 托 盘 , 10 托 盘 装 1

11-货物 应采用一种能保证 安全完好到达目 的地和便于在转 运中装卸 货物 的 方 式 进 行 包 装 。

12.我们的毛巾用纸盒包装 , 每盒装 12 条 , 红 、 黄 、 白均匀搭配 , 24 我们的毛巾用纸盒包装, 白均匀搭配, 我们的毛巾用纸盒包装 纸箱。 盒装 1 纸箱 。 V. Put the following sentences into English 1. A strong package is very important. 2. One aim of packing is to make it easy for customers to carry the products. 3. Please be sure to make shipment according to our packing instructions. 4. The batch number should be marked clearly on every container. 5. Your packing must be seaworthy and can stand rough handling during transit. 6. Please see to it that each carton is lined with a plastic sheet and marked " KEEP DRY" on the outside. 7. All our products are of prime quality with attractive packages. 8. Each piece of their Cotton Prints is wrapped in kraft paper and every 30 pieces are packed in a wooden case lined with waterproof paper. 9. Our raincoats are now packed each in a poly-bag and then in a cardboard box, 10 dozen to a carton. 10. We have received information to the effect that our product is superior in quality and moderate in price but a little behind in packing. 11. In consideration of the transport condition at your end* we have improved our packing so as to avoid any damage to the goods.

56 外 贸 英 语 函 电

12. Regarding the fibre content label, we shall see that it is sewn to the outside of the pillowcase instead of to the inside. VI. Fill in the blanks with appropriate words and phrases I. marked 2. neutral packing 3. practice 4. name 5. commodity 6. package 7. importer 8. trade mark 9. brand 10. exporters I I . customs duties 12. quota VII.Read the following short letters and then translate them into Chinese (A) 执事先生: 执事先生 : 日寄来的订单。 很高兴通知你方, 谢谢你方 6 月 2 日寄来的订单 。 很高兴通知你方 , 除包装一项外 们可接受你方所有条件。 我 们可接受你方所有条件 。 你方订单中提到的包装是我们几年前 采用的旧式方法, 我们一直在对此进行改进。 采用的旧式方法 , 我们一直在对此进行改进 。 经改进 近来货物装运已完全能令客户满意。 后 , 近来货物装运已完全能令客户满意 。 我们的雨衣用塑料袋装后再装入纸箱。 我们的雨衣用塑料袋装后再装入纸箱 。 每箱装 10 打 , 毛重约 30 公斤。箱子用塑料布衬里,然后用带子捆牢,以防货物受潮,也不 会因野蛮装卸而受损。 会因野蛮装卸而受损 。 我们觉得 , 正因为用塑料袋包装 , 雨衣不仅看上去美观而且完全 可供橱展,这肯定会有助于销售。另外,改进后的包装既轻又便于 携带。 携带 。 上述情况供你方参考。 如本月底前未接到贵方的不同意见, 上述情况供你方参考 。 如本月底前未接到贵方的不同意见 , 我们 将按要求执行订单。 将按要求执行订单 。 X X X 谨 上 (B) 执事先生: 执事先生 : 6 月 5 日来函收悉 , 得知标题货物已由东风轮运出 , 同时感谢你 日来函收悉, 得知标题货物已由东风轮运出, 方寄来的 CB331 号发票一式两 份。 关于成品服装包装一事, 你方表明已令主管部门关照此事, 关于成品服装包装一事 , 你方表明已令主管部门关照此事 , 并认 为用纸箱包装不仅可防盗, 而且防潮、轻便、 易于装卸等等。 为用纸箱包装不仅可防盗 , 而且防潮 、轻便、 易于装卸等等 。 经 与我方客户商讨后, 我们认为你们的意见听起来有道理。 然而, 与我方客户商讨后 , 我们认为你们的意见听起来有道理 。 然而 , 在第一批用这种纸箱包装的货物到达之前, 在第一批用这种纸箱包装的货物到达之前 , 我们对此事尚无把 握。 我们的意见是 , 若纸箱包装令我方客户满意 , 今后可继续采用 。 否则, 将极大地影响我们双方贸易关系的发展。 否则 , 将极大地影响我们双方贸易关系的发展 。

Appendix Key to the Exercises and the Skill Drillings 57

请放心, 为了双方共同利益, 我们会尽最大努力, 请放心 , 为了双方共同利益 , 我们会尽最大努力 , 全力与贵方合 作。 旦由东风轮装运的货物到达我方, 我们一定会与您联系无误。 一旦由东风轮装运的货物到达我方 , 我们一定会与您联系无误 。 X X X 谨 上 VIII. Translate the following letter into English Dear Sirs, We thank you for your letter dated Aug. 5 inquiring about the packing and the shipping marks of the goods under Contract No. GP11, and are pleased to , state as follows: : All material is wrapped in plastic bags and packed in tins, the lids of which are sealed with adhesive tape. Ten tins are packed in a wooden case, which is nailed, and secured by overall metal trapping. As regards shipping marks outside the wooden case, in addition to gross? net and tare weights? the wording " Made in China" is also stenciled. Should you have any special preference in this respect, please let us know and we shall meet your requirements to the best of our ability. We assure you of our close cooperation and await your further comments. Yours faithfully* Skill Drilling 1. Dear Sirs, We are glad to have your name and address from the Internet and learn that your company can supply a special kind of machine which can test the degree of air pollution. Its model is DM-2245G. We have, at present, an order from the Department of Environmental Protection for ten such machines. If you can supply them from stock, please make us an offer at once. We want the machines to be packed each in a wooden case supported with soft materials to ensure that the machines thus packed will not shift inside the cases. As regard marking, please note that the port of destination, Dalian, should be clearly stenciled on each case with the case number for each identification. As these machines are precision instruments which cannot stand rough handling, the wording " DO NOT DROP" should also be marked on each case. We shall appreciate it very much if you will do accordingly. Since this is our first order* we hope to receive your favorable offer soon. With very best wishes. Yours sincerely,

58 外 贸 英 语 函 电

2. Dear Sirs, We are glad to inform you that for your future orders we shall pack our garments in cartons instead of in wooden cases. The improved packing has the following advantages: (1) Packing in carton will prevent skillful pilferage as the traces of pilferage will be more in evidence. (2)It is quite fit for ocean transportation. (3 ) Our cartons are well protected against moisture by plastic linings. (4 ) Cartons are comparatively light and compact, so they are more convenient to handle in the course of loading and unloading. The above comments are based on a comparative study of the characteristics of the two modes of packing, i. e. carton packing and wooden case packing, as well as the result of shipments already made. We hope you will accept our carton packing and assure you of our continued cooperation. Yours faithfully* Unit 15 Exercise I. Put the following Chinese into English 对 … 的抱怨 the complaint ( about) 抱怨… 抱怨 … to complain ( about / of) … 索赔; 声称( 索赔 ; 声称 ( to) claim 包装不慎 poor packing 劣质 inferior quality 符合标准 up to the standard 在 … 之间的差异 a discrepancy between 装 fe 延误 a delay in shipment 惩罚条款 penalty clause 忽略; 忽略 ; 疏漏 negligence 负责 to take responsibility 调査 to investigate ( investigation) 归因于 to attribute to 补偿 to compensate ( compensation) 保留权利 to reserve the right 坚持( 主张) 坚持 ( 主张 ) insist on…(insist that) … 不足 inadequate 取消订单 to cancel the order 有毛病的 faulty defective 更换 to replace 守信用 to keep one's promise 对 ... ( 货 物 ) 因 … ( 原 因 ) ...( 提出向 ... ( 某 人 ) 提出 -.. to lodge ( 金 额 ) 的 索 赔 ( file/raise/make/ register) a claim against... ( sb. ) for ... ( reason ) for ... ( amount) on... ( goods)

II. Multiple choice l . c 2.a 3. d 4.c 5.c 6.c 7.c 8. d 9.c 10.a 11.a 12. d 14. d 13.d

Appendix Key to the Exercises and the Skill Drillings 59

III. Fill in the following blanks with the given words in their 5. proper forms appreciatio I. regret 2. appreciate 3. Thank 4. regret 6. thank 7. regretful 8. thanks 9. regrettable I I . Thanks 12. appreciate IV. Put the following sentences into Chinese 1. 你方的延误使我们在客户面前处于非常尴尬的地步 , 我们必须要 你方的延误使我们在客户面前处于非常尴尬的地步, 求你方尽最大努力帮我们摆脱困境 我们摆脱困境。 求你方尽最大努力帮 我们摆脱困境 。 2. 好些时候过去了 , 我们一再催促你方立即交货 。 除非这批货已上 好些时候过去了, 我们一再催促你方立即交货。 路 , 否则过迟到达而错过季节, 将会对我们毫无用处。 否则过迟到达而错过季节 , 将会对我们毫无用处 。 3. 经检査发现 , 几乎 20%的包装已破损 , 显然是包装不当所致 。 经检査发现, 的包装已破损, 的包装已破损 显然是包装不当所致。 4. 经检査发现 , 所装之货全部污损 , 大量货物被海水浸泡 。 经检査发现, 所装之货全部污损, 大量货物被海水浸泡。 5. 我们有装船单据为证 ,船方在接收货物时,货物完好无损。因此 , 货物 我们有装船单据为证,船方在接收货物时,货物完好无损。因此, 肯定是在运输途中受损的。 肯定是在运输途中受损的 。 6. 整批货对我方已毫无用处 , 我们将留待你方处理 , 仓储费由你方 整批货对我方已毫无用处, 我们将留待你方处理, 负担。 负担 。 7. 我们发现你方货物质量与协议规定不符 。 由于货物无法销售 , 已 我们发现你方货物质量与协议规定不符。 由于货物无法销售, 无用处, 无用处 , 我们特向你方索赔 20 000 美元 c 8. 检査所收货物时 , 我们发现有 几项发票所开列的货物未包括在 检査所收货物时, 我们发现有几项发票所开列的货物未包括在 现随函寄去漏发货物之清单一份。 内 。 现随函寄去漏发货物之清单一份 。 9. 我方 123 号订单项下之货物短重 500 公斤。 对此, 我们必须向你方 公斤 。 对此 , 美元, 外加检査费。 索赔 1 100 美元 , 外加检査费 。 10. 这是我们能作出的最大让步 。 如你方不同意我方建议 , 我们可以 这是我们能作出的最大让步。 如你方不同意我方建议, 通过仲裁解决。 通过仲裁解决 。 11. 因为船运公司对此损失负有责任 , 我们认为 , 你们的索赔应提交 因为船运公司对此损失负有责任, 我们认为, 他们解决。 他们解决 。 12. 我们认为最好的程序是请专家检验每件货物 , 我们正在为此作安 我们认为最好的程序是请专家检验每件货物, 排。 13. 你方申诉现正在调査之中 , 需要花费一些时间 。 一旦有结论 , 定 你方申诉现正在调査之中, 需要花费一些时间。 一旦有结论, 会告知。 会告知 。 14. 关于短重 , 我们建议你方向船运代理索赔 。 因对这类事件 , 我们的 关于短重, 我们建议你方向船运代理索赔。 因对这类事件, 确不能承担任何责任。 确不能承担任何责任 。 15. 关 于短重 , 我们随函附寄调査报告一份 , 以证明损失可能是在运 于短重, 我们随函附寄调査报告一份, 输途中发生的。 输途中发生的 。 16. 对于此次延误我们深表歉意 , 但你方会明白 , 当时情况非我方所 对于此次延误我们深表歉意, 但你方会明白, 能控制。 能控制 。 V. Put the following sentences into English

60 外 贸 英 语 函 电

1. Our end-users insist that you should see your way to compensate for the loss they sustained. 2. We accept your justified complaint for improper packing and ask that you return the damaged pieces to us. 3. We have no choice but to resort to litigation for a final resolution. 4. Our transaction has been concluded on FOB basis. It seems we shall not be held responsible for the shortage. 5. As you consider our proposals unsatisfactory, we suggest that the matter be submitted to arbitration. 6. As the quality of your shipment for our Order No. 586 is not in compliance with the agreed specifications, we cannot but file a claim against you. 7. Should the missing case not be found we'll reserve the right to claim compensation from you for the shortage. 8. In case of damage or pilferage the insurance company will refuse compensation on the grounds of improper packing. 9. Please look the matter up at once and see to it that the goods are delivered without further delay. 10.We have to ask for a compensation to cover the loss incurred as a result of the inferior quality of the goods concerned. 11.We reserve the right to claim compensation from you for any damage. 12.We believe that this is the most advantageous solution to you, since you can get the complete goods at a specially reduced price. VI. Fill in the blanks with appropriate words and phrases 1. quantity 2. wrong goods 3. packing 4. inferior 5. standard 6. discrepancy 7. delay 8. penalty 9 . Complaints 10. negligence VII.Read the following short letters and then translate them into Chinese (A) 敬启者: 敬启者 : 我方订单 4321 号 我方如期收到有关装运单据, 我方如期收到有关装运单据 , 并已在汉堡港提到伊 莎贝拉轮运到的货物。 莎贝拉轮运到的货物 。 非常感谢你方能及时执行合 货物完好无损, 号箱除外。 同 。 货物完好无损 ,但第 71 号箱除外 。 开箱时遗憾地发现 , 此箱所装系完全不同的货物 。 我们估计恐怕 是装运出了差错, 该箱货物应属另一订单。 是装运出了差错 , 该箱货物应属另一订单 。

Appendix Key to the Exercises and the Skill Drillings 61

我们需要所订之货交付新客户 , 兹要求你方立即安排换货事宜 。 号箱货物清单一份, 特此随附 71 号箱货物清单一份 , 请将此清单与我方订单及你方发票 副本进行核对。 副本进行核对 。 同时, 我们将为你方代为保管此箱货物并请告知如何处置。 同时 , 我们将为你方代为保管此箱货物并请告知如何处置 。 X X X 谨 上 (B) 敬启者: 敬启者 : 伊莎贝拉轮所运你方订单 4321 号货物 日函悉, 谢谢。 我们高兴地得知货物已及时抵达, 你方 2 月 10 日函悉 , 谢谢 。 我们高兴地得知货物已及时抵达 , 但 号箱内之货并非你方所订。 对此我们深感不安。 第 71 号箱内之货并非你方所订 。 对此我们深感不安 。 经核查发现 , 由于货号混淆 , 包装时的确出现差错 。 我们已立即 安排重新发货, 有关单据一旦备妥立即寄给你方。 安排重新发货 , 有关单据一旦备妥立即寄给你方 。 我们已向你方发出传真告知此事, 现随函附上传真副本一份。 我们已向你方发出传真告知此事 , 现随函附上传真副本一份 。 请代 号箱货物 待我商务参赞处派人来处理, 为保管 71 号箱货 物 , 待我商务参赞处派人来处理 , 我们已向他们告 知相关事宜。 对由此给你方带来的不便, 我们深表歉意。 知相关事宜 。 对由此给你方带来的不便 , 我们深表歉意 。 X X X 谨 上 (C) 敬启者敬启者 包装不当索赔 兹遗憾地通知你方, 兹遗憾地通知你方 , 和平轮装运的我 69013 号订单项下棉布已到 货,但其状况实难令人满意。我巳别无选择,只能向你方提出索 赔。 的包装破损, 经检验发现 , 近 20%的包装破损 , 很明显系包装不当所致 。 唯一 的包装破损 很明显系包装不当所致。 补救办法是 在交付使用之前 重新包装 , 这将 不可避免地导 致 350 美 元的额外费用。 元的额外费用 。 为此 , 我们望你方能给予补偿 , 并借此机会建议今后交货时应特 别留心, 因为潜在客户会因包装不慎而错估产品质量。 别留心 , 因为潜在客户会因包装不慎而错估产品质量 。 X X X 谨 上 (D) 敬启者: 敬启者 : 日函悉。 我们非常关注你方提出的申诉, 你方 10 月 11 日函悉 。 我们非常关注你方提出的申诉 , 并表示诚摯的 谢意。 我们要指出的是, 一年来我们已出售相当数量的这类凳子, 谢意 。 我们要指出的是 , 一年来我们已出售相当数量的这类凳子 , 从未受到过这样的抱怨。 我们已很严肃地向厂家提出交涉, 从未受到过这样的抱怨 。 我们已很严肃地向厂家提出交涉 , 相信不 久定会告知对此事件的解释。 久定会告知对此事件的解释 。

62 外 贸 英 语 函 电

套新橡皮凳脚, 我们希望能在几天之内向你方发运 8 套新橡皮凳脚 , 相信可以解 决你方问题。 决你方问题 。 再次因给你方带来不便表示歉意, 再次因给你方带来不便表示歉意 , 并请确信我们今后任何时候都 会认真处理你方事宜。 会认真处理你方事宜 。 X X X 谨 上 VIII. Translate the following letters into English (A) Dear Sirs, Thank you for your delivery of Beijing suits which we ordered on October 19. However, we wish to invite your attention to the following points : (1 )The colors of the clothes are dissimilar to your original sample; (2 ) The green belt supplied do not match the suits. We are returning two of these by separate mail, and would ask you to , replace the whole in correct color. Concerning the airfreight, we agree to pay extra costs for airfreight. However* your costs for packing and insurance must have been lower for air cargo, and we request you to take this fact into consideration and to bear part of the airfreight charges. Please let us know immediately your opinion on these matters. Yours faithfully* (B) Dear Sirs, We regret to have to complain about the late delivery of the filing cabinets ordered on 2nd July. We did not receive them until this morning though you had guaranteed delivery within a week. It was on this understanding that we placed the order. Unfortunately? there have been similar delays on several previous occasions and their increasing frequency in recent months compels us to say that business between us cannot be continued under conditions such as these. We have felt it necessary to make our feelings known that we cannot give reliable delivery dates to our customers unless we can count on undertaking given by our suppliers. We hope you will understand how we are placed and that from now on we can rely upon punctual completion of our orders. Yours faithfully*

Appendix Key to the Exercises and the Skill Drillings 63

Skill Drilling l. Dear Sirs, , Re: Our Order No. FF4466 The goods ordered under this number arrived today in good condition, and your invoice has been checked and found correct. However* we have to point out that these articles were ordered subject to their arriving here by the end of August. Since they did not reach us until September 14, we have been hard pressed to meet our commitments to our , own customers. As you will no doubt understand* a recurrence of this situation could well result in our customers placing orders elsewhere, and this is a risk we are unwilling to take. We must therefore, insist that you observe delivery deadlines for future orders. Yours faithfully, 2. Dear Sirs* Thank you for your letter of September 17. We are pleased to hear that the goods ordered under your order No. FF4466 arrived in good condition, but must apologize for their delayed arrival. We have looked into the matter, and have found that the delay is due to a minor fault in one of our routines, which has now been rectified. We can assure you that future orders from you will be dealt with promptly, and that consignments will reach you by the dates stipulated. Once again, please accept our apologies for this delay. Yours faithfully, Unit 16 Exercise

64 外 贸 英 语 函 电

I. Put the following Chinese into 上市的时间 timeEnglish to-market 网址 , 网 网址, 电子商务 E-commerce ( electronic commerce) 商业前景 business vision 站 website 万维网 World Wide Web ( W W W ) 企业对企业 business-tobusiness ( B2B) 企业对消费者 数字的 digital fe 输渠道 shipping business-to-consumer ( B2C) 网 channels 地 ffi 送货月艮务 ground 上的( 上的 ( 地 ) online 网上贸易 delivery service 数字机制 digital online trade 网上业务 online mechanisms 下载 download business 美国在线 ( 公 美国在线( 以互联网为基础的 Internet-based 采 司 ) American Online 直销 购周期 procurement cycle 有竞争力 direct marketing 的投标 competitive biddings 开发周 电子数据交换 EDK electronic data 期 development cycles II. Multiple choice I . b 2. d 3. d 4. a 5. c 6. a 7. d 8. a 9. d 10. b I I . a 12. b 13. c III.Fill in the following blanks with the given words in their proper forms 2. I. 4. 9. draft D . draft e per 10. x draft 7. per 12. 6. per ex I I . per, 3. per 8. ex drafts IV. Fill the missing words with first letters given 1. efficient 2. enhance 3. expenses 4, employee 5. polite 6. short 7. paragraph 8. brief 9. carefully 10 business V. Supply the missing words in the blanks of the message I. telephone 2. catalogues 3. Internet 4. sales 5. computer 6. businesses 7. gift 8. click 9. screen 10. credit II. mail 12. address 13. on 14. service VI. Read the following short passage and then translate into Chinese

Appendix Key to the Exercises and the Skill Drillings 65

美国一家网上零售巨头 —— 亚马逊公司表示它将在后半年开始销 售个人电脑,并说尽管市场艰难,但它看到网上个人电脑销售量有 巨大增长。 巨大增长 。 亚马逊公司负责市场及产品开发的副总裁 David Risher 在公司年度 分析会上说 : " 这是非常难做的业务 , 在实物市场它没什么发展 , 但 还说, 网上业务发展势头良好 " 。 Rish 还说 , 虽然个人电脑销售量今年头两 个月与去年相比,在实物市场下降了 23%, 而网上销售却增长了 77%。" Risher 补充道 , 经销个人电脑将促进亚马逊公司的电子产品销 补充道, 。 售 , 如 数 码 照 相 机 和 其 他 电 脑 附 件 。 他 说 :" 我 们 热 衷 于 个 人 电 脑 不 仅是因为生意本身带来利润,还因为它能促进我们的电子产品业务 发 展 。" 这位 先 生 对 公 司 网 上 个 人 电 脑 产 品 的 库 存 计 划 没 做 更 多 说 明。 Skill DrillingC 略)


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